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With
seemingly becoming aggressive
this year, it is planning to rope in maximum number of channel
partners. The company is about to finalize its deal with Galaxy
Computech (GC) as its retail partner, giving the channel company a
much needed breathing space in West Bengal. The deal is deemed to be
signed shortly, and ESET is keen on keeping GC to the retail segment
only in the state, with options open to increase its geographical
reach based on its performance. Sources in ESET said that for the
time being, GC will be catering to retail boxes in West Bengal, and
options for the company will be open to induce a sub-distribution
pattern. “As long as GC is dealing with us and is catering to the
mutual objective, we don't have any issues or problems, if GC
resells the boxes to other channel partners. We are keeping off from
GC's channel operations and objectives,” an ESET official said
wishing to remain anonymous.
ESET has opted to go for the regional
distribution model and is following a demarcation line between volume
business and retail units across the country. In the state, ESET's
volume licensing business is handled by 4 tier-2 and tier-3 system
integrators, targeted at the SMB and the enterprise segments.
Besides, the government and education segments are also a priority
for the company, and ESET has Continued on page 3 special pricing
policy for these verticals. However, these segments are catered by
SIs and the company is not keen on introducing its distributors into
volume business. “ For the volume business (paper license), we do
direct billing to SIs and do not opt for routing the supplies
through our regional distributors, as we have a clear cut demarcation
between the volume business and the retail one. For the time being,
we are keen on keeping the channel structure in this way,” the ESET
official added. Narendra Dhanuka, director of GC was not available
for any comments.