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Emerson intends partners to cross-sell products

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DQW Bureau
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Emerson India, an AC power, precision

cooling, high end inverter and racks provider wants its partner to

carry and sell entire gamut of products to its customers, which the

company has built after the style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">acquisition

of

Avocent, DB Power Chloride and other companies.

Speaking to The DQWeek, Ausim

Khan, country manager-channel business, href="https://www.dqweek.com/emerson-to-design-six-datacenters-for-datacraft">Emerson

Network Power India,

who taken over the charge after the exit of Mandip Gupta said, “In

my new role, my agenda would be to have a deeper engagement with

Emerson's partner community. Since we have many products, we would

like the partners to know that with the right sales and product mix,

they can increase their bottom lines. Another goal for me would be to

bring up the partners to a level where they can configure and offer

Emerson's products to the market.”

In the Indian market, Emerson has four

categories of partners: business partners, who are both sales and

service partners; networking partners who look at the IT part and

complement its product line by pitching in Emerson's products. Then,

there are VARs and finally, the vertical specific partners, who focus

on one domain area. These partners could be working in an IT or

non-IT domain.

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Ingram Micro is its sole ND and has

more than 1,000 VARs and close to 30 networking partners. Currently,

the company have 90 business partners which will increase to 120 by

the end of next month.

The company has a tedious process for

enrolling partners. As the products are technical in nature, the

company conduct style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">s

extensive training, evaluate style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">s

their business model, and suggest style="background: transparent none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">s

the go-to-market approach. There are also a lot of compliances in

terms of sales and service that the company looks into before

including partners. Since it also includes sales and service, the

company also evaluates these capabilities of the partner. Besides,

Emerson conducts many sales and service audits and then brings

onboard a new partner.

“As we have multiple products, we

provide training so that partners can differentiate other vendors

through product line,” concluded Khan.

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