Jio abides by the principle of keeping its channel always profitable

Yashasvi Vats 
AVP & Head of Partner Marketing
JioCloud, Jio Platforms Ltd. 

Jio enables its channel partners to sell/offer other Jio products and other group company products to help increase their product portfolio. This has also hugely contributed to the success of Jio’s channel program.

Channel partner programs are essential for businesses that are ready to grow. The best channel partner programs have become much more than an indirect sales engine, shifting towards sophisticated ecosystems made up of strategic service partners and alliances as well. Channels give the required reach to businesses much beyond their own sales teams and contribute in certain cases up to 80% of the sales revenue. This is possible only by having channel friendly policies to help nurture the channel relationships and helping drive businesses.
“For instance, at Jio Cloud we have made our channel policy transparent and easy by upfront discounts,” says Yashasvi Vats, AVP & Head of Partner Marketing, JioCloud, Jio Platforms Ltd.

KEY ELEMENTS OF A CHANNEL POLICY
When it comes to designing a channel policy, Jio considers the following elements as important –
1. Transparency in pricing/discounts/margins 
2. Support for partners across technology, sales and marketing and even operations if needed
3. Tech enablement for partners 
4. Learning opportunity of partners
5. Support for the extraordinary deals 
6. Enabling partners to sell more and more solutions 
 In addition to the above, keeping an open communication channel and a single window for any query becomes very important for Jio.
“Unlike other players in the cloud market, we have our channel policy transparent with all discounts and margins upfront without conditions, also adding a predictability in earnings by allowing channel partners to lock discounts for longer durations like 5-7 years. If you have observed, other cloud providers do not allow discount login and maximum deals are for 3 years. The upfront discount and predictability has helped us generate more business than competitors in the last quarter. Our mantra is simple, enable channel partners to make more money,” explains Yashasvi.
Apart from this Jio also enables its channel partners to sell/offer other Jio products and other group company products to help increase their product portfolio. This has also hugely contributed to the success of Jio’s channel program.
When it comes to measuring the success of the partner programs, Jio looks at three metrics namely -
1. Signing up of new partners
2. Revenue from partners
3. Partners upgrading their tiers with Jio.
Interestingly, Jio has seen a huge success in all the three parameters last quarter.