PARTNERS ARE THE FACE OF THE COMPANY AND THE WHOLE RESPONSIBILITY LIES ON THEIR SHOULDER

SUDHINDRA HOLLA
Director- India & SAARC, Axis Communications

NEED OF A PARTNER PROGRAMME

Channel Partners always play a crucial role in the success story and form the backbone of the company as they represent a vendor to the customers when it comes to their go-to-market strategy. Partners are the face of the company and the whole responsibility lies on their shoulder as the influencer to convert a potential customer into a permanent one. Thus, to achieve success a happy partner is of utmost importance and that a vendor company like us needs to understand the requirements of the channel partners which are the key to reach the pinnacle and fight competition. Thus, partner’s compatibility with the company is extremely important to make any partner program a success for the greater good of both.

IMPORTANCE OF A PARTNER PROGRAMME

An effective Partner Program spurs growth of the channel, hence it remains the most important part of the channel expansion strategy. A meticulous planning and execution of the Partner Program certainly help to create the conditions for success. It presents partners with an opportunity to grow the business and expand profitability. At Axis Communications, we go through year-on-year investment planning process, at a global level, basis the pulse of the market to have a successful partner program for a beneficial reach in the market.

MAIN CONCERNS TO ADDRESS

One of the key features that we emphasizeon, is towards educating our channel partners, as we want them to be trained withtheAxis tools and technologies – both in terms of how it can benefit the customer and how to successfully deploy our solutions as per their requirements. As an organization, our focus is to sell end-to-end solutions integrating audio and thermal solutions. Our focus will be to align our channel partners and support them during the deployment of solutions, and service, making the process seamless. Once our customers see the benefit, we expect more of our end to end solutions being implemented.