Infoblox helping partners expand their cloud businesses successfully
Rajeev Sreedhar, MD, India and SAARC, Infoblox
Importance of Partner Program
Infoblox partner program is the central element of our go-to-market strategy in India. Over the past 12 months, we have worked closely with our partners, to develop channel sales, marketing and training programs that promote success and fuel business expansion. A top priority for Infoblox has been helping partners meet the needs of their customers in the post-pandemic world by providing them with the technology, training and talent they require to transform their customers’ infrastructure into more secure and scalable cloud-first environments.
Appointment of VARs/partners as an integral part of the GTM strategy
It is without a doubt that VARs are an integral part of Infoblox’s success in India. They are at the forefront of engagement with the end-customers. They help to co-create a market with us. They help educate the market on what Infoblox can do. As you know, India is a large and diverse country having a large SMB, enterprise and the government market. We have partners who specialise in reaching specific customer segments like SMBs and enterprises. Some partners are focused on specific verticals like the BFSI and Government. We have different sets of partners like National SIs, Regional SIs and local partners who have their own set of capabilities and reach. We are focused on working with a set of partners who specialise in providing cloud-first network and security services. They help us provide the market coverage and support customers’ with skilled and trained manpower.
Channel strategy of the company
Our partner program is designed to help our partners reach new and attractive customer segments and geographies. It has helped to unlock next-horizon growth opportunities. For e.g. Infoblox is helping partners expand their cloud businesses and drive success by effectively marketing, selling and supporting SaaS-based solutions. Additional partner benefits include double-digit sales incentives, exclusive training and education offerings, as well as executive insights and peer-to-peer learnings. We continue to deepen our partner engagement focusing on large-scale enterprises across manufacturing, healthcare, IT& ITS, BFSI and Government as we see them as key growth sectors.
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