Delhi based Albion InfoTel is in the process of building its robust partner network. The company has planned to complete the building of its pan-India channel network by March 2013. Largely a cloud provider, it feels that channel plays a pivotal role in selling its products and services through the SaaS model. To build its partner network, the company has a 15-people channel development team, which is divided into five zones. The role of this team is to set partner network all over India.

"The major role of our partner network would be customer engagement, signing of contracts. But the delivery and access of application will be driven online from our Hyderabad based data center. We have broader plans to do a 100% channel business in India and globally," said Sanjeev Gupta, president and MD, Albion InfoTel.

The partner network will have one national distributor and five zone wise regional distributors. The channel development has already appointed 25 VARs in north and north-east region. Typically, such resellers, who are into the business of hardware and packaged software for last 5 years. Additionally, the will be appointing 240 resellers for its delivery fulfillment.

Currently, the company has strong customers base in countries like USA, Canada and UK, where the direct traffic comes to its portal, on a daily basis, 2,000 customer visit the portal.

"Currently, in the USA, we are doing 60% of business direct and rest from partner network, Moving forward, we want to route our entire business from direct to indirect. In the consumer business, we will be managing the back-end; like getting traffic on to our site, signing contracts, etc. But, we want our partners to assist us in the collection of payment in local geography. For the SME and large enterprise class of customer, the partner will do the enablement and customer relationship management, signing up the contract delivery of application to customer, managing the contract and delivery of SLAs," Gupta added.

The company targets to get revenue of Rs 110 crore in 2012-13 and Rs 140 crore in 2013-14. In 2012-13, approx. 67% of revenue is projected to come from system integration business and 28% from managed service and cloud service businesses. "Besides growing the Indian pie, we would also want to enter into new markets through our channel partners like Latin and South America. Moreover, we will be adding 200 more people to expand our international business," said Gupta.

Customers who have been served recently in India are National Thermal Power, Hindustan Petroleum, BSES, Steel Authority of India, etc.

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