Inflow Technologies believes in creating achievable programs for partners

Rajiv Unnikrishnan  
Sr. Vice President- Channel Development, Inflow Technologies

Inflow believes in clear and transparent communication. This communication has to be from both ends which will open out more ideas and better understanding 

In any sell through model, partner programs can also be a very important means to help boost growth and market presence through collaborative efforts. Such programs can be a motivation to channel partners to achieve more and have higher mindshare for the product.

“We have seen huge success when we have worked out tailor-made programs that are achievable and catering to the markets concerned,” says Rajiv Unnikrishnan, Sr. Vice President- Channel Development, Inflow Technologies. “At the outset, for any successful relationship, we believe clear and transparent communication is and should be the foundation. Needless to say that communication has to be from both ends which will open out more ideas and better understanding.”

Inflow believes that communicating openly and transparently with partners is crucial to ensure that both parties are on the same page.

“We believe in establishing a clear line of communication. We have a dedicated team that meets partners regularly and shares the MoM of all that have been discussed so that the chances of miscommunication are negated. The Managers also follow up on such meetings and reiterate the discussed points to ensure that there are no misunderstandings. And in any instance when there is a misunderstanding that occurred, it is critical that the clarity is given and amicably settled,” explains Rajiv.

Most of Inflow’s incentive and reward programs are tailor-made in order to make it achievable and motivating. The programs span to organisations specific, spiff programs that are to individual sales and support personnel in the partner organisation, partner recognition programs, referral program etc. to name a few. All such programs have uniqueness that help in expanding business reach.

EVALUATING THE SUCCESS OF CHANNEL PROGRAMS
Fundamentally, before launching any partner program, Inflow’s objective is to align goals with potential partner’s objectives and customer interests. Post any partner program, Inflow goes back to the objective and measures the success against the same. The success could be in either acquiring nett-new partners, adding per capita to existing partners or growing exponentially by virtue of the given program.
“We have experienced huge success when we are constantly monitoring the program during the execution and communicating with the partner team on that extra mile that they have to achieve to succeed in the program objective and related rewards and recognitions,” concludes Rajiv.