We are banking high on a partner-centric approach

Muntazir Abbas
New Delhi, Oct 14

With how many partners does iValue InfoSolutions operate?
Our VAD GTM aligns right partners for the right offerings across geographies. We identify, empower and engage focused partners for specific offerings and work together to develop profitable business for each other. We do not believe in selling all offerings through every partner. We already have identified partners, empowered them with a business plan at each of our locations for specific solutions. Our aim is to help focused partners maximize their share of business through our compelling offerings for each of their customers. Many partners, over the period of time acquire new customers by using our offerings. We have done business with more than 350 unique partners over last two years including over 15 national SIs across 10 branches. We will continue to focus our channel approach which helps us in investing quality time and effort with each of our partners.

What are your new initiatives for SIs, ISVs, VADs, resellers and platform providers?
We manage more than 600 key accounts directly to develop business for niche offerings for the fulfillment of services through our focused partners. This helps in understanding emerging and compelling needs which we then classify into vertical solutions. We then sign ‘best of breed’ offerings from top vendors and align solutions by selecting partners for each of the offerings. For the solution offerings we do joint-market development activities with each partner. We do design and implement on behalf of SI partners for their key customers. We offer complementing offerings to ISVs/VADs around their core product/service. We offer SaaS and managed services for platform providers. Thus, we are able to address specific interests to various types of partners through our exhaustive solution and service offerings-both on premise and cloud-based environments.

How can partners derive maximum benefits from your association?
There are many advantages with our association including relevant, compelling, fast-growing, profitable range of solution and service offerings; ready-to-market solution set for different customer types, to jump-start the business; empowerment on technical and business aspects of the offerings for self-sufficiency over time; channel and customer-centric teams to leverage and grow the business with vendor mind share; multi-location order execution with direct support across 10 locations; and flexible billing options, including high sea, bonded sale etc.
We have ready-to-offer solutions set for different customer verticals to leverage on customer base and we serve BFSI, IT/ITeS/BPO, government, manufacturing, pharma, e-governance, datacenter and power projects. Our technical team has expertise in more than 60 solutions from over 45 vendors with more than 60 certifications. In addition to design, implementation, configuration, installation and post-sale support (L2 and L3 along with warranty replacement), we also provide joint activity at partner’s base for business development. iValue can help at every stage from lead generation to implementation.

What is the criteria to become your certified partner?
We study the partner’s current business and customer base to align complementing offerings so that they can leverage our expertise. We then identify offerings of mutual interest and sign a business plan. This is followed by imparting training on the sales and technical front and then we work jointly with our partners to grow business. As the partner becomes self-reliant, we build a scalable business model for each of our offerings at various geographies. We also look at the financial strength of the partner so that he can manage a fast growing business. Focus, commitment and working together are the key criterion to become a certified iValue partner.

What is your business strategy for markets in tier-2 and tier-3 cities?
Last year we expanded to tier-2 and tier-3 cities to gain advantage in emerging markets for digital asset management and protection offerings. This year we have also added Kolkata to cover the East. Our offerings require collective support from both partner and client, for sales and technical. We also add two to three locations every year in a measured way, due to a comprehensive set of our portfolio and quantum of efforts required at the customer and partner base.

What are your channel expansion plans and growth targets for 2011?
We grew more than 150 percent in the last year and plan to clock over 125 percent in the current year as well. Over the period of last few months, we have already grown at 135 percent and the outlook for the year looks promising and exciting. Our new and compelling additions to the solution portfolio with comprehensive service offerings and a focused partner model is yielding fantastic results for our partners and vendors. In addition, the efforts put over the last two years for many of our niche offerings are yielding good results and are helping us grow at a faster rate.

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