ManageEngine works with a lot of opportunistic partners in the customer journey

Arun Kumar J 
Regional Director- Channel & Partner Management, ManageEngine, Zoho Corp.

“With our value-added partners, we take a 360-degree approach to continuous enablement on our products. Along with bringing our domain expertise, we certify partners to offer professional services to our customers.”

While most organisations do work with a channel ecosystem to acquire customers and drive growth, it's important to structure the partner program with defined objectives, be it in terms of a go-to market strategy, creating demand generation, offering consulting and delivery services, etc. This, to a greater extent, helps both organizations and the channel eco-system scale the business and stitch a win-win partnership. While the partner program differs for each organisation based on geography and the products they deliver, a robust partner program helps organisations tap the market potential, as they tend to leverage the domain and market expertise of the partner ecosystem to cut across different industry verticals. 

As ManageEngine offers a comprehensive suite of products for enterprises to manage their IT infrastructure, it believes that it is important to have its partners deliver value to customers through implementation and consultancy services, which in-turn drives growth through a land-and-expand strategy. With its value-added partners, ManageEngine takes a 360-degree approach to continuous enablement on its products. Along with bringing its domain expertise, ManageEngine certifies partners to offer professional services to its customers. Its dedicated partner development team assists partners with market development funds to create more awareness and, in turn, customer acquisitions. ManageEngine also works with a lot of transactional and opportunistic partners by engaging together in the customer journey—from understanding their IT challenges, to helping with the heavy lifting of technical and implementation requirements and then letting them drive business closure, which motivates them to generate more opportunities with higher rebates. 
 

ManageEngine strongly believes in adopting a transparent approach by having an end-to-end inclusiveness though being part of the customer journey right from the beginning, with robust deal registration mechanisms, marketing initiatives, etc. This not only creates trust in the relationship, but also helps to scale it over time. ManageEngine also onboards and scales its partner ecosystem with varying domain expertise like cybersecurity, ITIL, cloud practices and focusing on specific industry verticals or locations, which helps partners complement one another rather than compete.