Bangalore-based Systi-max Solutions has hit upon a novel way
to create awareness about its network cabling solutions. It engages with the
architect, consultant and engineer (ACE) community regularly through seminars,
highlighting the need to lay the right kind of cables in real estate properties.
While the company has been doing this on a regular basis, it
plans to formalize this endeavor and make it a core part of its promotional
activi-ties. "These int-eractions help us to transfer kno-wledge about
structured cabling and gather market knowledge," said Prasanna Kumar, Sales
Director for India and SAARC.
Besides information dissemination, these meetings also help
the company in building up a good database of pros-pective customers. With a
spate of development taking place throughout the country, Systimax works with
these ACE members to bag lucrative orders for the cabling of resi-dential
complexes, corporate parks and shopping centers.
The company is also work-ing on increasing its channel
strength in the country, espe-cially in the smaller towns. Cur-rently, it has 75
partners nat-ionally, all of whom have been inducted into its Systimax First
channel program. It is seeking part-ners who believe in value selling rather
than box pushing. "While selecting a partner, we see the number of trained
people he has on board and how much he invests in training," said Prasanna.
Talking about the value that a partner can offer he
elucidates that the customer engagement should encompass consultancy,
installation and post-sales support as well. After identifying the partner's
capability the company then helps them graduate to the next level of the
accreditation program. The company has two Prestige partners currently: Network
Solutions and Sigma Byte. The remainder 73 partners form the core of its