Hitachi Vantara designs its channel programs to engage, enable, and empower partners

Darsshan Somaiya
Head of Strategic Partner & Alliances for India and the SAARC region, Hitachi Vantara

The partner program serves as a driving force behind Hitachi Vantara’s collective growth. The program’s success lies in its ability to create a collaborative and supportive environment where partners are empowered to grow their businesses while contributing to the broader goals of Hitachi Vantara. 

The partner program is a critical element of Hitachi Vantara’s strategy to drive business growth. At its core, it is designed to engage, enable, and empower partners by providing them with the resources, support, and tools necessary to meet customer needs, scale their operations, and accelerate their time to market. 

“We recognize that partners are at the forefront of customer engagement, and they often serve as trusted advisors in their respective markets,” says Darsshan Somaiya, the Head of Strategic Partner & Alliances for India and the SAARC region, Hitachi Vantara. “An example of how we have evolved our partner program is seen in India, where we have introduced the Partner Advisory Board (PAB). This board is a collaborative platform that brings key partners together with our leadership team, allowing them to provide direct feedback and engage in strategic discussions. The PAB plays a crucial role in ensuring that our solutions are aligned with the specific demands of the Indian market, while also giving partners a voice in shaping our future innovations.”

A CLEAR & TRANSPARENT COMMUNICATION WITH PARTNERS
Hitachi Vantara places a strong emphasis on fostering open, honest, and consistent communication with partners to ensure that they understand what is expected of them and are fully supported throughout their journey.

“One of the key ways we ensure transparency is through the assignment of Dedicated Partner Success Managers. Each of our partners is paired with a dedicated manager who acts as their primary point of contact. This manager provides ongoing guidance, ensures that the partner stays informed about new initiatives, and helps navigate any challenges that may arise. In addition to the dedicated support from Partner Success Managers, we have implemented a range of Regular Partner Meetings, webinars, and conferences. These engagements provide partners with valuable updates on product developments, market trends, and strategic priorities,” explains Darsshan.

To further enhance communication and support, Hitachi Vantara provides partners with access to a comprehensive Online Partner Portal. This portal serves as a centralized hub for all the resources they need, including product guides, training materials, marketing collateral, and sales tools.

The Hitachi Vantara Partner Acceleration Program is a comprehensive incentive structure that aligns partner success with Hitachi Vantara’s strategic objectives. The program is designed to reward partners for their performance, encourage long-term collaboration, and support their growth by offering a range of financial and non-financial incentives. In addition to deal registration discounts, the company also offers Rebates and Performance-Based Incentives. These rewards are granted to partners who meet or exceed specific sales targets or achieve key program milestones.
Another critical financial incentive is the provision of Market Development Funds (MDF). These funds are available to partners who align their marketing strategies with Hitachi Vantara’s priorities.