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NComputing Plans to Double Channel Partners by 2010

With India becoming the second largest market for NComputing’s thin client devices, the company is planning to double its partner base in the country by 2010. In an interview, Stephen Dukker, Chairman & CEO, NComputing, said, “We are a 100 percent channel-focused company and we believe that the best way to go to the market is with local partners who are experts and specialists in the local community.”

Raj Shah, Chief Marketing Officer, NComputing, said, “In India we have Reddington and Prime as our key distributors who then work with a set of sub dealers across tier 2 and tier 3 cities. We also work with system integrators like Wipro and occasionally we work with OEMs like Acer, HCL and Dell.”

The virtual desktop market in India is growing by 70 percent with the education sector accounting for a major chunk. “About 400 partners are currently selling our products actively. We continue to expand their number so we are looking at value added resellers and system integrators to add value to our product. We also have several channel managers who are based throughout the country and their job is to work with the distributors to identify sub dealers and provide them with sales and technical training and support,” said Shah, elaborating on their channel strategy.

Talking about the expansion plans of the company, Shah said “On an average we have been doubling our partner base over the last two years, so by 2010 we will add another 300- 400 partners in India. We are strong in the south and west, we are reasonably present in the north, but we are yet to tap into the east. So, that’s another big push and we are moving in that direction.”