DQW EXCLUSIVE: Micro Focus appoints Redington as VAD

Micro Focus, one of the leading providers of innovative software that
allows companies to develop, test, deploy, assess and modernize
business-critical enterprise applications, has announced the
appointment of href="https://www.dqweek.com/redington-ties-up-with-gigazone">Redington
India as a value-added distributor (VAD) for the Indian market.
Redington would be responsible for entire product sack that the company
sells in India. Micro Focus believes that this alliance will help the
company to leverage the strong reseller base of Redington to expand its
customer reach and solutions in India.



“Organizations in India today are increasingly focusing on application
quality rather than delivery alone, making it an opportune time for the
testing and application life cycle space. We see this partnership as a
strategic alliance that will deepen our penetration in the country and
help us reach and serve our customers nationally,” said Nitin Dang,
country manger, Micro Focus India.



Earlier, with a traditional set of partners, the company's channel
wasn't very structured. And it was looking for new partners who could
reach out to the entire country and have business model around value
added distribution. After evaluating big names in the distribution
business, Micro Focus realized that Redington already has that business
model. It's enterprise SBUs have expertise in dealing with these kind
of niche products, and its sales cycle is pretty long and is similar to
what the company follows. All these factors prompted and motivated the
company to go with Redington.



Elucidating further on this partnership, Dang pointed out, “For mid
Q2-2011, we have already identified metro cities which we are going to
target. These cities include Delhi, Mumbai, Bengaluru, Chennai,
Hyderabad, and Pune wherein we will have relevant workforce and tie up
with some partners to penetrate these cities. The next plan is to
provide them training on our portfolio of products.”



Commenting on this partnership, Sasikanth R, strategic business unit
head, enterprise SBU (Value Added Distribution), Redington India said,
“This partnership is in line with Redington's business focus of vendor
expansion and will also help us to bring the basket of additional
products and services to its core partners. The mission of this tie-up
will is to increase the footprint of Micro Focus across new partners,
industry segments and geographies.”