Guest Speak of this month : Parveen Sahni

Parveen Sahni
Director - Image Communications Products
Canon India

What is your strategy around support?

Introduction of highly beneficial schemes keep channel partners charged up. Channel partners are an ultimate support for any organization. It augments their efforts to promote products in target markets. We target them with few defined schemes that develop connect between the vendor and the channel partner. So from a vendor's perspective, it is always beneficial to keep introducing effective schemes for the channel partners which has a great impact on increasing  sales volume of a company's product.

How do you differentiate your solutions from those of your competitors?

Canon has been in India for over a decade and a half now and since then Indian market has evolved considerably. Many small and big players have entered the market and thus competition has taken a new height altogether. With growing competition, Canon has been able to evolve its technology as per the need of the consumer and has played a pivotal role in growing the industry as a whole.

With the objective of moving ahead in the business, Canon has always worked towards the thinking line of our channel partners. We run incentive schemes on business output for all our partners. There is no parity between small resellers or big resellers. We believe in boosting channel confidence as the role of channel partners is of utmost importance for any company. 

How are you empowering the channel partners?

We keep introducing various exciting schemes on a regular basis which surely gives good returns to our channel partners as the purchasing power increases. Canon proudly claims to be a channel friendly company. All our channel programs are designed keeping the profitability of our channel partners in mind. We have been offering structured channel programs since many years. 

We conduct special training programs for our channel partners, promoters and sales staff at regular intervals all across the country. And to keep the partners and sales team motivated, we also organize incentive trips to foreign locations every year so as to let them match with the global standards.   

What makes you successful amongst the channel community?

Every channel partner concentrates on a specific range of products and our changing scheme structure with different tiers of channel strengthens our relationship with them.

To develop and maintain good relationship with our channel partners, we at Canon organize leadership and business conferences for our top partners. Such conferences and discussions help in meeting the targets and attaining a common goal.