Emerson strengthens channel

DQW Bureau
16 Feb 2006

The UPS vendor aims at adding around 1,000 VARs to target the SOHO
segment and will add 35-40 large SIs to target large enterprises and SMEs

Network Power (India) has announced plans to substantially enhance its current
channel network. As part of its strategy to 'Meet IT', Emerson announced
plans to enroll Value Added Resellers (VARs) to boost its presence in the SOHO
UPS market. The company has also announced a special focus on IT system inte­grators
known as 'network solution partners' to address the growing uptime needs of
large enterprises and especially the CIOs/ CTOs.


  • To achieve optimum
    breadth through registered Value Added Resellers.

  • To engage with select
    IT system integrators under the 'Network Solution Partner'

With an active base of more
than 500 VARs after its recent foray in the SOHO UPS business with the ITON
range, Emerson will be rolling out a nationwide registration program to sign up
between 800-1000 additional nomi­nees. The company plans to amass the new
registrations via road shows and special marketing programs that will be under­taken
across the country. Emerson has already conduc­ted road shows in 18 cities
across India launching the ITON UPS. Along with this breadth focus, Emerson
Network Power has identified select IT systems integrators (SI) across the
country in the first stage of its 'Network Solution Partner' engagement
program. These par­tners can complement their active network solutions with
Emerson Network Power's high availability solutions. Emerson's plan is to
tap into the base of the 35-40 iden­tified large SIs in the country and empower
them to communicate easily about the uptime solutions with the CIOs and CTOs.
Within Emer­son's pool of Enterprise Business Partners, the com­pany is
creating three partner certification levels-Platinum, Gold and Silver. These
levels not only indicate the volume of business partners bring in but also
depict the higher levels of engagement they have with customers.

The new Business Critical
Continuity model will enable partners to maximize reve­nue and provide great
custo­mer value. Prashant Mehar, Corporate Champion, Chan­nel, Emerson Network
Power India, said, “The addition of Network Solu­tion Partners in the channel
network is the most impor­tant facet of our new channel strategy.”

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