Vertiv believes edge computing holds immense potential for the channel to grow 

Gaurav Chugh 
Director - Enterprise Business Partners & Micro & Small UPS, Vertiv

“Going into 2020, we will continue to be more hyper-focused and assertive on the channel, as well as edge computing. Our partners play a critical role in our go-to-market strategy and we look forward to expanding this network across the country. We have been successful in increasing market share by leveraging these strategic partnerships and offering a broad portfolio of solutions. 

At Vertiv, we have always believed in empowering our channel partners and addressing their needs. We provide them 360-degree support through the enhanced ‘Vertiv Partner Portal’ that includes easy access to sales tools and other partner related information. We also conduct extensive training to build consultative skills and knowledge required at the partner’s end in order to anticipate future scope and suggest comprehensive solutions. 

Last year we changed our go-to market strategy from direct to channel. We will continue with this strategy through this year as well. Our channel base has now expanded and all our products are available through partners, bringing increased agility and investment capability.  

Earlier in 2019, Vertiv announced the launch of ‘Vertiv Xpress – Partner Drive’, a partner-focused initiative to showcase our complete range of critical infrastructure solutions. Through the course of 2020, we aim to take this initiative to approximately 130 business partner locations.”