The DQ Week Tech Caravan: Addressing channel partners' issues

With an initiative to organize a platform to directly interact with vendors and resolve various issues and concerns of partners, TheDQWeek Tech Caravan kicked off on November 16, 2011 and made a stop in the heart of Pune. The event was organized in association with Computers and Media Dealers Association, Pune,popularly known as CMDA, which is one of the premier associations of IT dealers and resellers in India. The event, which saw a participation of about 75-85 channel partners from the upcountry cities, witnessed some serious concerns raised by partners.

The evening started with a presentation by ESET, wherein it informed partners about the benefits that they can derive by associating with them. Pankaj Jain, director, ESS Distributions (exclusive distributor for ESET products in India) said, "ESET channel partners are very well placed in the different verticals. They are aware of ESET product portfolio and promote it aggressively in the market. To increase this strength, ESET appoints young, active and experienced people to support our partners' sales and technical teams, because they play a major role in end customer decision-making and educate customers." He also added that each channel partner putting in his efforts to sell ESET products should get the benefi t of incentive programs and rebate. The company has also launched ESET Smart Security 5 and ESET NOD32 Anti- irus 5 for home and SOHO users with features including ESET Live Grid, cloud based reputation and protection technology, removable media control, parental control (only in ESET Smart Security 5), Host-Based Intrusion Prevention System (HIPS), and gamer mode. Seeing the success of the scheme named, 'Drive Smart with ESET,' the vendor is all set to launch another channel incentive scheme in the coming months. Post the business avenue ideas presented by ESET to encourage the partner-centric business activities in the upcountry regions, it was time for the most awaited highlight of the event-'The Panel Discussion,' which initiated a boiling discussion between vendors and partners, which was moderated by The DQ Week editor, Rajneesh De. "We believe that with better understanding and discussion of the issues that hamper business, both members and vendors will benefit in the long run," De added.

Adding points to the discussion, Brijen Shah, director, Dikibi Technologies said, "The major issues affecting the partners are the dumping of stocks with dealers, and the warranty and service policies. The increasing prices of IT products coupled with the service issues and dumping stocks have led to a slowdown in the Pune market. And, we are really hopeful that vendors will definitely lend their helping hands to increase the business activities in Pune in a smoother way." Jain added, "Pune market is very active and prospective in terms of channel business activities. And, hence all vendors will definitely resolve all issues affecting the Pune market. Seeing the channel enthusiasm to improve the business activities, ESET will appoint more channel partners from the Pune region." To sum up the discussion demanding cooperation from the vendors and partners, Yogesh Godbole, president, CMDA said, "As an association, we want to help local partners and members to strengthen the vendor-member relationship, by sharing the concern areas, and work towards growing business together."