SonicWall helping to build partner capabilities to address customers better

Debasish Mukherjee, VP Sales APJ - SonicWall  

“Partners look for simplicity. They are appreciating our channel program because of this simplicity. But at the same time, they want to build their capability so that they can address the customer requirement. Today, the market is shifting from a general partnership to a specialized partnership. After taking feedback from the partners and taking inputs from the customers, we have come out with a new initiative in the last one year called outside-in approach. We are designing our new partner program based on their requirements. We are in the process of designing this new program globally and while it is already announced in the US, we are about to announce it in the APJ region in not less than a year. We understand that not every element fits into the same thing; likewise, while the broad line program will remain the same for everyone but the requirements will vary as we look into partners region wise. The 47 countries that come under the APJ market for SonicWall will all have different requirements and needs.  

There are two types of partners – while some are working for volume business, the other partner is looking at adding value. So, we are looking at both these types of partners and try to address their requirements and needs separately, which in turn help them to cater to their customers better. SonicWall being a 100% channel company, partners are always our baseline. For us, channel is always important and they always come first. Partner First is always the terminology that is coming up in our next partner program.”