While designing Partner Programmes, relevance of programmes to Partners' needs is important
Ramesh Natarajan, CEO - Redington Distribution
Need of a Partner Programme
The cornerstone of Redington’s business has been our strong relationship with the Partner community. This has given us a keen sense of the diverse needs of the Partner community. Our approach is to work in alignment with Vendors to design programmes that support partners in :
(a) identifying and tapping opportunities in new technologies for their customers
(b) improving their earnings potential
(c) gaining skill sets and certifications to equip them in new technologies
The imperative is to build on the strong foundation that an established partner community provides, in terms of skills, customer engagement and execution ability among others. This makes Partner Programmes an indispensable element of our engagement.
Importance of a Partner Programme
At Redington we constantly learn and evolve our Partner programmes based on the inputs we get from the Partner community. We invest in programmes with a focus on delivery of program benefits to Partners. We work with Vendors to offer partner programs for multiple verticals, depending on seasonality e.g. BTS, SMB programs, Affordability etc.
The idea is to provide customized support, specific to the context in which the Partner needs it (Technologies, Product categories, geographies, periods etc.).
This year we are seeking to scale up our drive on Partner programmes as we support them in the post-pandemic economy.
Main Concerns to Address
Relevance of programmes to Partners’ needs, building Partners’ ability to offer customized technology solutions for their customers’ needs, effective execution and delivery of programme benefits to Partners, speed of execution and clarity of communication are some of the features that we consider very important in designing Partner Programmes.