Tech Prediction 2022

Tailored to Fit Customer Preferences

Arun Kumar J, Regional Sales Director at ManageEngine

Maintaining state-of-the-art data centres across the globe, ManageEngine offers a broad suite of IT management products – for both on-cloud and on-premise – with strict adherence to data security and privacy

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“Channel partners should not only build capabilities on product features and functionalities, they should also build domain level expertise. This helps them to offer end-to-end implementation and deployment services.”

Arun Kumar J,
Regional Sales Director


The Cloud technology has been gaining momentum over the last several years. But the Pandemic and the ensuing shift to online operations and massive adoption of work-from-home-culture and online learning gave it a much needed shot in the arm. As the India market remains in the eye of a major digital transformation buoyed by a tech-centred Union Budget, SME Channels embarks upon recording the voices of the who’s who of the Cloud scape.

As part of our effort to make the voices of major cloud players heard by the channel community, we have brought in this for you as first of a series of Cloud Predictions by major vendors and stakeholders of the cloud industry.

In a special interaction with SME Channels, Arun Kumar J, Regional Sales Director at ManageEngine, reveals his organization’s strategy for growing the cloud industry, his predictions for the industry in 2022 and his vision and plans for the channel community. Edited excerpts…

The pandemic has forced businesses to take a giant leap to go online. As a leading cloud player, how do you plan to leverage the immense market opportunity created by the pandemic?

Cloud adoption was on the rise even before the pandemic. The last two years has seen an accelerated push, with businesses realising the benefits of going online, such as offering better customer experience, outweigh the cost. Organisations also had to tackle unforeseen challenges arising out of remote working. Ensuring connectivity among a distributed workforce and facilitating secured access to corporate resources were prime concerns. This has led to an increased demand for IT management solutions. As a vendor, ManageEngine offers customers a broad suite of IT management products, available both on cloud and on-premise. Our products cater to the above needs of businesses.

As a major cloud player, what market trends do you foresee in 2022?

Before the pandemic, enterprises chose to keep their core business applications on-premise. However, this is now changing as customers see cloud as a more secure and scalable option even for their business-critical applications. We will continue to see this trend in 2022 as well.

Please shed some light on your cloud offerings.

MangeEngine offers end-to-end products for IT infrastructure management on cloud, covering IT service management which includes ITIL based helpdesk software, IT operations management which includes network, server and applications monitoring products, endpoint management taking care of laptop, desktop and mobile devices, IT security which includes SIEM & Log management, privileged password management as well as IT analytics.

What is the USP of your offerings?

ManageEngine understands and respects the data processing preferences of customers. Our state-of-the-art data centres across the globe offer data processing options tailored to fit customer preferences. We strictly adhere to industry standards to ensure data security and privacy.

As for our products themselves, they seamlessly integrate and communicate with each other to streamline and synchronise IT workflows. Whether it is a startup or an enterprise, ManageEngine can facilitate their cloud journey with comprehensive, hybrid IT management solutions.

What all a channel partner needs to have to adopt cloud business and what are the steps to start cloud practice?

Cloud adoption benefits customers through seamless integration with external ecosystem and with other cloud applications. Channel partners should not only build capabilities on product features and functionalities, they should also build domain level expertise. This helps them to offer end-to-end implementation and deployment services and ensure end customers’ business requirements are met.

Would you please brief us on the kind of service support you extend to your channel partners? What sort of pre as well as post-sales support do you offer to your partners?  

  • Business development teams of partners are educated about the various offerings of ManageEngine to help potential customers find the right solutions based on their requirements.
  • Technical account managers are assigned to support partners to help close potential sales.
  • Dedicated consultants handle strategic engagements and key accounts along with partners.
  • A separate support channel is offered to help partners with technical issues, so they can quickly get help when needed.

Since cloud is a tech-intensive product, it requires proper skilling. Please detail us on the training programs offered by you to upskill your partners.

We have a dedicated team to extend support to partners with periodic training and certifications to build their technical capabilities and serve our end customers. This training helps our partners to position and implement our IT solutions.

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