‘Channel helps us in shaping our long term strategy’

Sanjay Zadoo,
Country Manager,
Emerson Channel Business India 

Emerson makes it a point to ensure that its channel partners find it easy to do business with it. This is the most important thing and the one which guarantees engagement levels with the community. The practice that has especially helped Emerson in the past couple of years is a single interface and single distribution model, which instills a lot more confidence among the partner community vis-a-vis multi-layer distribution. Its communication with the channel community lays down processes and policies directly and fairly.

The critical infrastructure space is constantly changing, demanding efficient technologies to cater to their ever-growing needs. Emerson has always focused on its ‘Customer First’ approach as well as maintained a healthy and long-standing relationship with its partners. Development of technologically advanced solutions and at the same time being aware of the CIOs future needs and delivering what their businesses require has been key to Emerson’s growth. “We are not just manufacturing the most technologically advanced solutions; we are also keeping the customers’ business requirements for the next 5-10 years in mind. Our ‘solutions’ approach has worked very well for us in India as our customers recognize us as consultants who advise on end-to-end solutions best suited to their requirements, rather than being just box-pushers,” clarifies Sanjay Zadoo, Country Manager, India Channel Business – Emerson Network.

Channel & Emerson

Channel partners are as crucial as ever for Emerson Network Power as they are responsible for taking its brand to the end consumer. “They are the ones who capture the essence of our brand at the point-of-sale (PoS),” says Sanjay. Channel partners’ feedback is of immense importance to Emerson as they help us in shaping the company’s long term strategy and also define its future direction.

The market today is highly fragmented. There are several local players operating without the expertise to help customers plan growth, and there are a large number of buyers with a very basic understanding of critical infrastructure and its business impact. But irrespective of the nature or complexity of the requirement, the urgent need to control IT costs is being felt across the board. The channel community is cognizant of the opportunity, and hence they wish to be associated with vendors like Emerson that can offer consolidated solutions for their customers’ infrastructure requirements. 

“That is where Emerson Network Power is uniquely positioned,” adds Sanjay, “guiding our customers on the best end-to-end solutions that fit their needs and an unwavering focus on energy efficiency. We are capitalizing on the industry mindset by augmenting our product offerings through Up-selling and simultaneously enriching partner skill-sets. Speed of execution and training the breadth of our directly managed partner base are also key factors owing to which we are seen as trouble-shooters by the industry at large.”

Annual conferences, personal touch with its resellers, multiple training programs for the channel partners to help them build their skill set are some of the things Emerson does to help them achieve their business objectives. 

samrita@varindia.com