Barco wants partners to become consultants to customers and not only just sell products

Ramya Chatterjee
Director – Sales (Visualization & Entertainment),
Barco India

‘Empowering’ & ‘Enabling’ the channel partners are the two core strategies of Barco’s GTM in 2019. We have devised multiple partners programs to help them be abreast of our products and technology at large.Further, we are aggressively focusing on onboarding new partners and hope to double our partner count by 2020. 

We have different nature of partners to cater to different industry verticals like Audio Visual (AV) Partners, Office Automation (OA) partners, IT & Networking partners, Security & Surveillance partners, Education vertical focused partners and so on. 

The partner community needs to play an integral role because we have an indirect selling strategy and that’s why our partners become all the more pivotal. As we move forward and technology continues to drive change across businesses irrespective of scale or size, it is important for partners to evolve as well. Partners will have to become consultants wherein they are not only selling but consulting customers to bring the best possible outcome.