Vertiv offers a 360-degree support to its channel ecosystem through its partner program

Sanjay Zadoo 
Country Manager, Channel Business - Vertiv India

“In the current hyperconnected world, especially for B2B organizations like Vertiv, having a strong and efficient partner network is critical. Building a reliable partner network therefore is of utmost importance for us to build relationships with our customers and drive growth. Aside from ensuring our offerings evolve with the changing customer requirements, it is imperative that we build a robust two-way line of communication with our channel partners, to ensure both the company, and its channel network, are informed of all new developments.

Key elements in Vertiv’s Partner Program 

Vertiv’s partner program provides a 360-degree support to channel partners, allowing easy access to sales & marketing tools, product documentation, and other partner-related information. Additionally, our dedicated Partner Portal allows them access to the latest online and face-to-face training courses and partner-only events. The partner program enables channel partners to be well-informed of all intricate details of products and services, for best support of their customers. Through a dedicated program, they can undergo training, be informed of all new offerings and thereby gain confidence from their knowledge to help resolve any queries customers may have. The partner program is also equipped with special offers that are available to partners all around the year, incentivising partners to increase sales. Also, with the help of partner programs, subject matter experts (SMEs) train partners on the latest technological solutions that have been launched to keep them updated and highlighting these solutions to customers. 

In terms of creating a transparent model, we have identified the major key steps as engage, evolve, empower, evaluate. At the start of the engagement phase, we involve a two-way interaction with the partner as to understand his needs and provide the necessary learning tools. In the second phase, evolve, we prepare the partner through vigorous training modules to elevate his current knowledge about basic industry knowledge and deep dives into Vertiv offerings. In the third phase, empower, we encourage the partner to get into new markets - especially the untapped opportunities - to build a broader customer base supported with Vertiv offerings.  Lastly, we evaluate the partner engagement with customers, along with his current potential, and together understand how we can together increase their sales revenues.”