What is your core strength as a leader?
I believe as a leader you should have the understanding of the pain areas of the Channel partners and help them grow and make more margins. Generally Channel partners are not very well versed with Solution selling. That too, CRM is comparatively a very new concept, hence we have to do a lot of hand-holding.
We help Partners by providing them training on how to generate leads, sell the product and also give demo. We also provide them Specially subsidised NFR copies (not for resale)
“We couldn’t have grown without Channel business. Having a very solid and functional channel policy helped us to reach to very remote markets in India.”
Enjay IT Solutions
What are your future plans to further grow the channel market in 2017 – any particular strategy from geography or vertical perspective are you planning?
Yes, last year we focused heavily on Mumbai market. Which we will continue till two more quarters. After that in the last two quarters of 2017, we plan to expand to Delhi, Chennai and Ahmedabad – as we already have significant customer as well as channel base there.
What would be your message for aspiring partners?
Keep an eye on future trends. Don’t depend on yesterday’s markets. IT is one of the fastest evolving market. If you don’t adapt to new technologies, you get replaced. Another most important message would be to use more technology into their own business. Many smaller and medium size SIs have very miserable use of IT in their own businesses. They don’t even have a well organised database of their customers. This can be a worst scenario.