Operating at the core of enterprise data infrastructure, Hitachi Vantara views partners increasingly involved at the architecture and strategy stage rather than only execution and having a grasp data behavior, hybrid environments and business outcomes to guide customers through complexity.
The channel ecosystem in India is undergoing a fundamental transformation and emerging as a strategic force behind enterprise digital growth. As Indian enterprises accelerate investments in AI driven workloads, hybrid infrastructure, data modernization and sustainability focused IT, there remains a visible gap in how the role of channel partners is understood and represented. Much of the industry discourse still positions partners primarily as execution or sales enablers, whereas in reality, today’s VARs and solution partners are shaping strategy, influencing infrastructure decisions, and acting as trusted advisors to enterprises navigating increasingly complex digital environments.
Hitachi Vantara operates at one of the most critical layers of digital transformation, where data, infrastructure and operational resilience directly impact AI readiness, regulatory compliance, sustainability goals and long-term scalability. In India and SAARC, the organization follows a fully partner led model, making the channel ecosystem central to customer success and business growth.
What makes this interaction particularly relevant for partner fraternity is the seminal perspectives of the spokesperson that are anchored in practical experience. He draws from partner led success stories across sectors such as BFSI, media and entertainment, manufacturing and regulated industries, while also addressing the challenges partners face as data volumes grow and AI adoption accelerates.
“Our partner enablement focuses on helping partners demonstrate how data platforms perform under real workloads, allowing them to move conversations from theory to outcomes, particularly around AI readiness and hybrid infrastructure.”
Darsshan Somaiya, Head Strategic Partner & Alliances, India & SAARC at Hitachi Vantara
In this SME Channels exclusive, Darsshan Somaiya, Head Strategic Partner & Alliances, India & SAARC at Hitachi Vantara, reveals his valuable insights on the changing role of VARs in the digital era; what true partner enablement means in an AI driven and data intensive environment and how access to tools, solution design capabilities and demo infrastructure ensures substantial partner empowerment; the emergence of shared infrastructure and ecosystem synergy as smart investments for enterprises; how India partners are driving digital adoption beyond Tier one markets; and important facets of sustainability and responsible IT growth and the role partners play in helping enterprises make infrastructure choices that balance performance with long term environmental impact. Apart from these, he also outlines the shape of things to come over the next 2-3 years in the channel ecosystem. More important, in this standalone interaction, Darsshan also sheds light on the critical skills and mindsets that partners must develop to remain relevant in this era of cut-throat competition. Edited excerpts…
How is the role of value-added resellers evolving, and why is advisory capability critical?
The role of value-added resellers has shifted as enterprise technology decisions have become more strategic and data driven. Customers today are making long term infrastructure choices that directly impact data availability, AI readiness and operational resilience. This has elevated advisory capability as the most important differentiator.
At Hitachi Vantara, where we operate at the core of enterprise data infrastructure, we see partners increasingly involved at the architecture and strategy stage rather than only execution. Partners who understand data behavior, hybrid environments and business outcomes are best positioned to guide customers through complexity. Advisory capability enables VARs to move from transactional engagements to trusted, long term relationships, which is essential in a digital era driven by continuous data growth.
What does true partner enablement look like in an AI driven environment?
True partner enablement is about giving partners the ability to lead independently. In an AI driven and data intensive environment, partners must be equipped with solution design tools, reference architectures and access to demo or proof of concept infrastructure.
At Hitachi Vantara, enablement focuses on helping partners demonstrate how data platforms perform under real workloads. This allows partners to move conversations from theory to outcomes, particularly around AI readiness and hybrid infrastructure. When partners have the right tools and technical depth, they engage customers with confidence and take ownership of the solution journey rather than relying on vendor support at every step.
Why are shared infrastructure and ecosystem synergy emerging as smart investments?
Shared infrastructure frameworks are gaining relevance as enterprises face rapid data growth and rising energy demands. From a Hitachi Vantara perspective, efficiency and sustainability must be built into infrastructure design.
By standardising platforms and architectures, organisations can improveutilization, reduce redundancy and lower environmental impact without compromising performance. Ecosystem synergy further strengthens this by aligning vendors, partners and customers around common architectures and governance. When collaboration replaces silos, enterprises gain scalable, resilient and sustainable digital foundations that support long term growth.
How are partners driving digital adoption beyond Tier one markets in India?
Partners are central to expanding digital adoption beyond Tier one cities because they combine technical capability with local understanding. They understand regional business needs, compliance requirements and infrastructure limitations.
From a Hitachi Vantara standpoint, enterprise grade data infrastructure is just as critical in regional markets. Partners help translate these requirements into practical, scalable solutions while providing on ground support. Their proximity builds trust, simplifies deployment and ensures long term adoption, making them key drivers of inclusive digital transformation across India.
How do sustainability and responsible IT growth influence technology decisions today?
Sustainability is now a key factor in infrastructure decisions as data and energy demands increase. At Hitachi Vantara, we focus on efficient data platforms and architectures designed for long term use.
Partners play a critical role by recommending optimized and right sized infrastructure. Their guidance helps enterprises balance performance with reduced energy consumption and environmental impact. Responsible IT growth is about making informed, future ready decisions, and partners are essential in translating sustainability goals into practical infrastructure outcomes.
What does the next two to three years look like for the channel ecosystem?
The channel ecosystem will become more advisory led and data centric over the next few years. AI, analytics and hybrid environments will increase demand for reliable and scalable data infrastructure.
Partners will need deeper data expertise, consultative skills and a mindset focused on outcomes rather than transactions. Collaboration across ecosystems will also increase. Those who invest in technical depth, sustainability awareness and long term customer value will remain relevant and continue to grow.
