Technology adoption helps partners take data-driven decisions

Arun Kumar J, Regional Director ManageEngine, Zoho Corp

"At Zoho Corp, we extend access to our strategic partners and VARs on all our product offerings for their internal consumption. Given the breadth and depth of products we offer in both business applications and IT infrastructure management, it helps our partners to manage their day-to-day operations effectively, build expertise on our products and in turn support our customers better. Additionally, technology adoption also helps them make data-driven decisions, which effectively helps them build right go-to market strategies and grow their business.

More than 50% of our business is driven through our partner ecosystem. Given the range of products we offer - from IT Service management, Unified Endpoint Management and IT Security, our partners play a very crucial role in delivering professional services like onboarding/implementing assistance, post-sales technical support ensuring the products are deployed effectively meeting the business expectations of our customers. Having the right product & domain expertise helps our partners expand into the account for up-sell and cross-sell revenue by extending the value proposition to customers on the tools & technologies they deploy.  We take a proactive approach when it comes to communicating our business plan, go-to market strategies etc, with our partner ecosystem, so that they can also align their business goals accordingly. We also build the ecosystem complementing each other in technical capabilities like one with cybersecurity & other with IT service management which helps to be connected within the ecosystem.”