Channel partners act as strategic extensions for Hitachi Vantara

DARSSHAN SOMAIYA
HEAD - STRATEGIC PARTNER & ALLIANCES, INDIA AND SAARC, HITACHI VANTARA

Our partner program plays a pivotal role in Hitachi Vantara’s overall growth strategy and is fully aligned with our enterprise goals. In India and the SAARC region, 100% of our business is partner-led and partner-delivered, demonstrating our strong commitment to a collaborative, partner- driven model. Our ecosystem enables demand generation, solution selling, implementation, and customer success—making partners strategic extensions of our team. Their deep local insights and ability to tailor solutions are key to our expansion beyond metros, helping us scale efficiently and deliver consistent value.

The program is designed to build  a  high-performance  network  that  addresses  diverse  customer needs across geographies. It develops competencies in emerging areas such as GenAI and cloud repatriation, positioning partners as trusted advisers rather than just sales enablers. Our ‘Engage, Enable, Empower’ philosophy drives co-creation and innovation, helping customers navigate digital transformation with confidence.

To optimise costs and enhance partner effectiveness, we launched a $200,000 Product Showcase program, equipping select partners with VSP (Virtual Storage Platform) demo units. These provide Centre of Excellence-like capabilities for localised POCs, demos, and workshops. Coupled with GTM support, bootcamps, and incentives, this approach reduces acquisition costs and accelerates sales. Our latest channel strategy aligns partner roles with solution areas, driving deeper market penetration, increased partner-led wins, faster growth (especially in emerging cities), and stronger customer trust through localised technical enablement and credible on-ground engagements.