Vertiv positions itself as a trusted brand for partners to work with

Sanjay Zadoo
General Manager - Channel Sales, Vertiv

Vertiv’s channel-friendly policies have been instrumental in its success across India, enabling the brand to expand its reach, build customer trust, and solidify impactful partnerships. By focusing on penetration into high-value clients and industry segments, Vertiv ensures targeted growth and market alignment.

Channel-friendly policies are crucial for driving successful channel sales growth in India’s dynamic and competitive tech and infrastructure market.
“At Vertiv, we understand that well-crafted channel strategies are essential to streamlining business operations, achieving alignment with partners, and building a mutually beneficial ecosystem. With the rise of AI, HPC, and Edge investments, system integrators play an increasingly vital role in delivering effective solutions to customers,” says Sanjay Zadoo General Manager - Channel Sales, Vertiv.
Vertiv's channel-friendly policies simplify processes and reduce friction, making it easier for partners to bring solutions to customers efficiently. These policies ensure alignment between channel growth objectives and partner goals, fostering trust and loyalty for shared growth. By prioritizing partner success, Vertiv builds strong, long-term partnerships, instilling confidence that their business goals are supported. Additionally, these policies enhance agility, equipping partners with the tools and resources needed to adapt quickly to shifting market demands, ensuring competitive advantage.

ELEMENTS OF A CHANNEL-FRIENDLY POLICY
For Vertiv, transparency and empowerment are fundamental ensuring its partners have the ROI, trained resources and support needed to thrive in a competitive market.
“We establish clear guidelines on pricing, product information, incentives, and partnership terms to help partners make informed decisions and build client trust. Open communication keeps partners informed of strategies, changes, and opportunities, while access to tools, resources, and training —such as technical support and marketing resources — enables them to deliver top-quality solutions. With dedicated account managers and technical support, our partners have reliable contacts and expert guidance, fostering confidence and supporting strong, lasting partnerships for Vertiv,” comments Sanjay.
Continuous improvements in policies and processes have enhanced Vertiv’s responsiveness to market needs, while advanced tools have improved business leaders’ capabilities and visibility for tailored growth. This transparent, empowering approach builds lasting relationships with partners, positioning Vertiv as a trusted brand.
“Our policies also help partners deliver exceptional service, meet client expectations, and drive customer loyalty, creating a robust, responsive ecosystem that consistently provides high-quality solutions,” says Sanjay.
Vertiv assesses partner performance and customer value through key metrics such as revenue and growth, customer satisfaction and retention, partner engagement, and incentive program success. By tracking revenue growth, market share, and sales volume, it gauges partners’ direct impact on business goals. Evaluating incentive outcomes helps Vertiv refine support for partner success. Together, these metrics ensure that Vertiv’s partner programs are effective, impactful, and customer centred.