With Partner programs it becomes more feasible to venture into new horizons

Sanjay Zadoo
Country Manager Channel, Vertiv India

Need of a Partner Programme 
For a Business to Business (B2B) company like Vertiv, channel partners play a crucial role in connecting us to our customers. Our channel partners are the first point of contact for the customer- be it about product or solution enquiries, maintenance or any troubleshoot requirements. Since they are key drivers of business growth for us, we believe it’s important to continuously keep them informed about our entire gamut of products and solutions. Our Vertiv Partner Portal offers our partners dedicated sales support, sales selectors and configurators, marketing resources, demo programs, online partner training, content syndication, and deal registration and incentive programs.  

Importance of a Partner Programme 
At Vertiv, we constantly innovate our partner programs to engage effectively with partners and reach out to customers. We keep analyzing the white spaces and emerging technology needs of the market, to evolve partner programs enabling partners to focus on these opportunities and unleash business potential. Our partner programs are designed to have a collaborative effort of approaching markets and explore opportunities that haven’t been addressed. As a result, engaging with new customers with different applications becomes one of the main focus areas in expanding our market reach. With these programs, it becomes much more feasible to venture into new horizons thereby reaching out to a larger customer base with completely new applications.

Main Concerns to Address:
We believe that for partnerships to be successful, there should be a mutual understanding, keeping in mind the needs, objectives, and goals of both the parties. We explore numerous opportunities in different markets with our partners which enable us to grow our businesses together. This keeps both of us motivated to understand and keep a track of market perceptions and accordingly deliver suitable solutions. Another important aspect to keep in mind is that of transparency between us and our partners. Right from engagement with the customer to execution, the entire process is aligned to build mutual trust.