Shibu Paul, Vice President - International Sales, Array Networks

Shibu Paul, Vice President - International Sales, Array Networks

“The Channel is witnessing a gradual transition from the traditional asset model to an asset less model driven by cloud technology. Solutions like AI & ML are becoming more relevant to business. In such a scenario, our strategy is to empower our partners by offering solutions on our patented Hyper-converged infrastructure (HCI) in Networking & Security platform. Our mantra is to work with handpicked channel partners, train them and help them to create sustainable and profitable business models. We have designed our channel program in such a way that partners get protected margins as well as a wide degree of space in pricing to their customers. With the help of our dedicated channel ecosystem, we are focused on developing a skilled pool of resources. Moreover we will be investing in training and certifying our partners as well as joining customer engagement programs. In order to ensure that channel partners are rewarded for all their efforts, we will be assuring maximum margins in all Array deals.

Our strategy is to offer compelling hyper converged solutions in the area of Networking and Security including ADC,WAF,WVS,DDoS,IPS, NGFW. Our focus will be on customization rather than just offering standard product. For this we have set up Array Center for Technology and Innovation (ACTI) in Bangalore. ACTI features state-of-the-art technology and has a fully equipped customer training center capable of providing enhanced support to local and global stakeholders.

Blockchain, AI & Machine learning (ML) has huge potential to transform many products and services in the market place. Channel will play a vital role in implementing Blockchain, but first partners must educate themselves about the technology to further help the customers. Traditional HW /SW /Resell models are short term and are deemed as quickly declining markets. In such a scenario the focal point for Channel partners should be the end-client’s product, solutions and competition. Therefore a shift is partner approach is desired which requires them to innovate and include new and emerging technologies into their existing solutions.”