We Enable the Vendors

By VARINDIA - 2010-04-14

We Enable the Vendors

As the security and storage market is growing rapidly, it is calling upon the speciliazed partners to evangelize the solutions. In this space, if one name has made a meteoric rise, it is Select Technologies. Recently, VARIndia caught up with Sunil Pillai, Business Head, Select Technologies, to delve a little deeper into their strategy. The clear-cut focus of Select Technologies is to consolidate its business line. Sunil says, “We have gone through a lot of mayhem. From now onwards, we want to double our growth.” In a single year, the company has entered into nearly six strategic tie-ups, but the company is still open to more such kind of tie-ups in future as well. “We would like to adapt to the customer lifecycle adoption in security and storage space. So, we would continue to bring in the best-of-breed solutions that fit into the growth path of the customers,” he adds. Today, Select works with tier-2 level 233 channel partners, but 180-plus channel partners work very actively with the company. 

The strategy of the company is to make Select the biggest and the largest gateway in India for security and storage solutions. Any concept that is coming up in the security and storage space, the company wants to be an active participant. Sunil maintains, “We would continue to bring in the ‘best-of-the-breed’ solutions. We would like to be the largest value-added distributor in this space. We would be the enabler for our vendors to promote and execute their solutions in the market.” 

Select has surely been the niche player in the info-security market. The best part is that the company does not deal with any other product or solution, apart from security and storage. Therefore, the company has invested in understanding the market, understanding the needs of customers and their pain points as well as their lifecycle adoption of solutions. This is the biggest value in itself. This value enables Select to bring in solutions, which will be appropriate to address the customer’s pain points. “We bring in solutions to the market, do POCs (proof of concepts) and provide technical supports by training the partners. We also organize a number of seminars and road shows in order to create awareness about the solutions,” he adds. Secondly, Select hand-holds the partners for various accounts to position and sell the solutions. The company complements the existing business of the partners. Sunil says, “We are the most partner-friendly organization.” 
 
As indicated, Select would be adding new solutions in the future to complement its existing basket of offering. “As the security and storage market dynamics is changing rapidly, we are open to any form of strategic tie-ups in this space which will enable us to provide best-of-breed solutions for our partners’ business. Our purpose is to maximize the business potential of the channel partners,” adds Sunil.

Finally… 
Apart from its presence in 11 locations in India, Select has expanded its operations to Pakistan, Bangladesh and Sri Lanka. While dealing with Select, the plus point is that it provides multi-location as well as multiple currencies billing facility. 

 


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