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Partner Program: The best strategy for growth

Ashish P. Dhakan
MD & CEO, Prama Hikvision India


“The effective Partner Program spurs growth of the channel so it remains the most important part of channel expansion strategy. A meticulous planning and execution of Partner Program certainly help to create the conditions for success. It presents partner an opportunity to grow the business and expand profitability.  At Hikvision, we value the Partner Program immensely as it provides the best strategy for growth. It further helps in maintaining opportunities in legacy products while opening new revenue streams in emerging technologies.

There are some key factors to keep in mind before designing a top performing partner program - Understand the needs of rapidly changing partner eco-structure, Build a data driven channel organization, Create a better partner experience, Develop a Customer Relationship Management (CRM) infrastructure, Choose a good channel account management team.

First and foremost, it’s important to identify the ideal partner type as per requirement. The partner profile should complement the business model and goals. If the partner profile is vetted by well-defined parameters then it is easy to know the perfect match."

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