Ashish P. Dhakan, MD & CEO, Prama Hikvision India

Ashish P. Dhakan, MD & CEO, Prama Hikvision India

“We have placed considerable emphasis on building our channel network in India through partner program in a focused and consistent manner over the years. Continually developing and growing our partnerships to meet evolving customer need across India, is the heart of our business. We are implementing a channel partner program to evangelize new technology trends, applications and products. It is time to reimagine partner program by understanding the changing dynamics of channel ecosystem. We are keenly observing the channel data at Micro and Macro level and is helping us to promote new products and technologies like Artificial Intelligence, AI Cloud, Deep Learning, Robotics and Machine Vision.

An effective partner program spurs growth of the channel so it remains the most important part of channel expansion strategy. At Hikvision, we value the partner program immensely as it provides the best for growth. It further helps in maintaining opportunities in legacy products while opening new revenue streams in emerging technologies and solutions.

The key factors that contribute for a successful partner program does not necessarily include the fringe benefits like rebates and front-end discounts. There is a strong need for alignment between capabilities, resources and vendor portfolio of the distributor to the targeted channel partners and their customers."