Why vendor executives are joining partner organizations? | Features | ChannelWorld.in
This ad will automatically close in seconds Close

Why vendor executives are joining partner organizations?

Added on Apr 24, 2012 by Ankita Mitra

A common trend is movement of executives from one vendor to another. It is a relatively easier route to fortify their job profile as a Country Head or an APAC leader at a global technology vendor. Many vendor executives however are traversing the unconventional path to strengthen their career graphs with partner organizations in India.

 

 

 

 

Attrition is an age old nightmare for all kinds of businesses across the globe. And technology world is no different. The executives at partner organizations while pitching vendor solutions would often join the same vendor to propel their career. Interestingly, many vendor executives are now eyeing senior management positions at partner organizations for their next level of professional growth.

A common trend is movement of executives from one vendor to another. It is a relatively easier route to fortify their job profile as a Country Head or an APAC leader at a global technology vendor.

Many vendor executives however are traversing the unconventional path to strengthen their career graphs with partner organizations in India.

A New Trend

The last quarter of previous fiscal year witnessed SonicWall’s National Channel Manager Syed Wasiq quit the security vendor and took charge as National Sales Head at Secure Network Solutions (SNS). SNS is a Chennai based partner organization specialized in security solutions. In March 2012, Sanjay Chhugani, Country Manager at Barracuda Networks for five years joined RAH Infotech. Head for Enterprise Sales for three years at Avaya, Sanjay Gupta left in 2011 to join Dimension Data.

“I believe this trend is a reflection of the maturity in our industry. This will continue to grow stronger because the larger OEMs/MNCs would not expand at the same pace as they did earlier and would often start bulging at the top. This will compel more senior executives to take this route to growth,” says Pawan Khurana, former IBM executive and now CEO at QuantM Net Technologies.

Khurana was General Manager - Channels (Services) - India/South Asia at IBM for four years before joining QuantM Net Technologies in mid 2010. Another vendor executive preceded this trend in the same year. Ganesh Mahabala quit VMware as regional director to work with Bangalore based Valuepoint Systems as Senior Vice President.

Sanjay Chhugani, Director – Sales, RAH Infotech says, “It is bit too early to label the migration of vendor executives to partner organization as an trend in the Indian IT landscape. Some executives have succeeded while others have not while shifting sides from vendors to partner organizations.”

Khurana with fifteen year plus experience in the IT industry states, “The advent of technology would keep reducing the entry barrier for new entrants from capital and time to mark a stand point. Thus making it easier for more people to break the shackles of corporate race and launch into the channel industry.”

The Career Growth

Syed Wasiq, National Sales Manager at Chennai based SNS comments, “The growth aspect in an individual’s profession drives them to take a different path. There is bound to be bit of stagnation in career while switching from one vendor and then to another vendor company.” After handling channel business across India at SonicWall, there were nothing more challenging and interesting which I could do there,” he adds.

Chhugani’s career span includes successful stints at Portwise and Ingram Micro believes, “Such career shift is more about taking up newer challenges. At RAH, I would be needed to play a much bigger role and add a better value to the organization.”

RAH Infotech headquartered at Gurgaon is a value added distributor with strategic alliances with dozen plus vendor companies for solutions in networking and security. He would handle a much larger product portfolio than his previous role at Barracuda, says Chhugani.

Wasiq agrees as he says, “I would have grown into much larger Asia Pacific roles at Sonicwall or some other vendor company. Those are more or less an excel sheet kind of jobs at the end of the day.” However at SNS, he has an abundance of opportunity available for business development, in terms of revenue and expertise.

“Another reason people move out from a vendor organization is that partners also make good money like the vendor. Hence it hardly makes a difference to the executive’s earnings,” says Wasiq.

Worth the Investment

An organization today invests money, time and resources to train a new recruit quite unsure about his tenure at their company. Hiring executives from the channel community can be an easier option for top management of a partner organization. However, N. K. Mehta, CEO, SNS comments, “If you recruit and invest in an executive from other partner organization, you might not know much about him / her. If you appoint a senior executive from a renowned vendor company, the recognition factor and industry experience is invaluable.”

Appointing a vendor executive at a managerial position is a big and at times a costly decision for CEO/ Director of a channel partner organization. The vendor executive brings a vast experience of working at different levels across geographies at a global MNC.

Ashok Kumar, Managing Director and CEO, RAH Infotech recruited Sanjay Chhugani from Barracuda Networks. “My perspective to hire the sales head for our company was not based on the fact that he should be from OEM or partner organization. I wanted the best person in IT business.”  Chhugani’s domain knowledge, industry experience and channel relationship would be beneficial to the company’s growth, he adds.

Wasiq would have taken a role at some SI or another vendor if he did not choose to be part of SNS, says Mehta. “The problem of attrition still remains .However, I feel he has a larger and more challenging role here than his previous job.”

Wasiq is one of the key executives at top management of SNS whereas in a MNC, he would just be a part of the giant spectrum. He was earlier selling one product range but today he has a wide umbrella of alternatives with us, reasons Mehta.

Shift of Strategy

Shifting from a vendor to a partner organization holds tremendous career growth opportunities for an executive though coping with a new work culture (than a vendor) poses few challenges at times.

“Opportunities are enormous here even though the partner community is as dynamic as the vendor landscape. I joined SNS because they are focused primarily into security, which is a very lucrative domain space today. Working with a systems integrator company places my career escalation directly proportional to partner company’s growth.”

Chhugani is determined for a much bigger responsibility at RAH compared to his previous role at a vendor company. “I am handling a team of more people, diverse product line and a vast customer portfolio which will help my professional growth and management skills”, he says.

“My aim is to increase the company’s revenue five-fold and making it a 200 employee organization in next few years. The plan is to expand the company geographically as a much bigger PanIndia VAD,”says Chhugani

Here to Stay

Unlike a vendor, a channel partner is always geared up to try different business strategies and possibly win all the deals in the market. “It is practically an impossible thing. Hence, I organized the customer base of SNS and the team follows with the companies listed under it. The rest of the deals would be dealt as and when an opportunity comes in,” says Wasiq.

There are executives successful with established vendors but they may not grow or justify their roles at partner organizations as per Kumar at RAH Infotech. “Chhugani has a strong customer background, having worked earlier with SI companies like Apara and Sify. He is a well-known personality in the IT space and other vendors speak extremely well about him,” he says with confidence.

Syed Wasiq of SNS reveals, “My decision to join a partner organization (from a vendor company) was inspired by the story of Pawan Khurana, with whom I got acquainted during our stint at IBM.” I am personally very glad to have inspired one such friend and an ex-colleague, remarks Khurana.

The transition of a vendor executive to a partner official had died down almost a decade ago but surely reviving now. “I am aware that many senior executives who have taken this decision and made million dollar corporations from it. I wish all the success to everyone who walks on this route ,” says Khurana, QuantM Net Technologies.


Latest Features

  • How to become an IoT hero for your organization

    The Internet of Things represents a massive opportunity. Here's what you need to take into account before introducing it to your organization.
  • Do you need a cybersecurity attorney on retainer?

    Developing plans to protect your digital information and network while complying with state and federal regulations can be a legal challenge for any corporation. Is relying on in-house counsel enough, or should companies have a cybersecurity attorney on retainer?
  • Harvard CISO shares 5 pearls of IT security wisdom

    Chief Information Security Officer Christian Hamer, who is responsible for policy and awareness across Harvard University and whose team handles security operations and incident response, took part on a panel last week at the Campus Technology conference in Boston (Campus Technology's Rhea Kelly moderated; ESET researcher Lysa Myers was also an expert panelist). Here's a selection of Hamer's more notable observations:
  • How millennials challenge traditional leadership

    Millennials challenge many of today's traditional business practices, so it's not surprising that they are also disrupting corporate leadership. The millennial generation isn't attracted to the money or recognition associated with leadership positions. Rather, they want to be leaders to inspire others, make a difference in the world and lead companies that care about more than the bottom line, according to a new survey from Virtuali and Workplacetrends.com. Nearly half of the 412 millennials surveyed (47 percent) say they are motivated to be leaders because they want to empower others, while only 10 percent care about legacy, and 5 percent say they'd take a leadership job for the money.
ChannelWorld Research

Why Channels Have Changed Their Go-to-Market Strategy in Six Months

According to our SOTM Mid-Year Survey, a majority of Indian channels said their top go-to-market strategy was to offer services in a recurring revenue model—not introducing new technologies, like SMAC, which was their top GTM strategy six months ago.

SOTM Mid-Year Survey 2015: Your Roadmap for the Next 6 Months

According to the survey, the next six months of the year are going to be eventful. Here are the challenges, emerging technologies and trends that will shape the rest of the year for you.

Big Data, Mobility Top Partners’ Wish List: SOTM Mid-Year Survey 2015

According to the ChannelWorld's State of the Mart Mid-Year Survey (SOTM) 2015, big data is the way to go for the enterprise channels for the second half of this year, with 34 percent partners planning to invest in it.

Private Cloud Still Remains a ‘Safe Bet’ for Partners: SOTM Survey 2015

According to the STOM 2015 survey, channel partners who are into cloud computing feel that 42 percent of their business will be generated by private cloud.

Partners Pin Hope on Government, Expects IT Spend to Grow: SOTM Mid-Year Survey 2015

According to the ChannelWorld's State of the Mart Mid-Year survey (SOTM) 2015, 30 percent of the channel partners believe that IT spend in the government sector is likely to increase in next six months.

No More Baby Steps, Partners Ready to ‘Risk’ Gambling with Disruptive Tech: SOTM Survey 2015

According to ChannelWorld’s State of the Mart Survey (SOTM) 2015, 43 percent of channel partners say their business will have a ‘high risk appetite’ in the second half of this year.

Channels’ 3 Great Expectations from Tech OEMs

Introduced as an individual category under ‘Expectations from tech OEMs’ list in SOTM Mid –Year Survey, ‘transparent deal registration’ emerged as the biggest concern for channel companies in India.

Latest Videos

Dynacons Scripts Successful Datacenter Strategy for India Inc: Parag Dalal, Dynacons

Strategic multi-OEM alliances, internal employee skillsets and long-lasting customer satisfaction are fundamental ingredients for a successful datacenter practice in today’s IT world, says Parag Dalal, Executive Director, Dynacons Systems & Solutions.

2015: A Game Changer Year for Security Channel Partners

Technology companies are adopting new-age security offerings to suffice the sophisticated threats and business demands of modern organisations. APT, Encryption, Next-Gen Firewall, Predictive Analysis, SIEM form the backbone of the company's security posture.

Why We Created a COE: Rajesh Mathkar, Wysetek Systems Technologists

Rajesh Mathkar, Director, Wysetek Systems Technologists, shares the rationale behind opening a center of excellence for virtualization and cloud computing and how it has benefited his business.

Editor's Pick

3 tips for a hassle-free Windows 10 upgrade

The waiting is almost over.

Understand Customers’ Business for Robust Security Posture: Harish Tyagi, Taarak India

Ownership and Manageability of the customers’ networks is the new order of the day. And they are asking advisory services than just security solutions, says Harish Tyagi, CEO, Taarak India

We are Planning to Add more Partners in Metropolitan Cities for Expansion: Puneet Datta, Canon India

The growing popularity and the potential of professional printing is opening new avenues for channel partners and Indian enterprises, says Puneet Datta, Director, professional printing products division (PPP), Canon India. 

SLIDESHOWS

7 Apps By The Indian Government You Need to Use

There are over hundreds of government initiated apps for Android, Apple and Windows devices. With Narendra Modi’s Digital India initiative, the government has released several new feature-rich smartphone applications.

SOTM Mid-Year Survey 2015: Your Roadmap for the Next 6 Months

According to the survey, the next six months of the year are going to be eventful. Here are the challenges, emerging technologies and trends that will shape the rest of the year for you.

The State of the Internet

Akamai's Q1 2015 state of the internet report provides insights into key global statistics including connection speeds, broadband adoption (fixed and mobile networks), and IPv4 exhaustion and IPv6 implementation.

India Software Market on an Upswing

According to IDC, the Indian software market has witnessed consistent growth of 10 percent since the second half of 2014, showing signs of growth and revival. 

7 Jobs Technology Has Replaced

Albert Einstein said once that it has become appallingly obvious that our technology has exceeded our humanity. With every invention of technology some poor soul becomes vulnerable to losing his or her job in some corner of the world. Here are few jobs that will cease to exist soon.

India's Leading VADs

Why Channels Want to Partner With Inflow Technologies

Inflow Technologies’ tie up with 39 vendor companies, an extensive tech portfolio, and a services play, are great value propositions for enterprise channels, says its President and CEO, Byju Pillai.

iValue Creates Real Value for Channels in India

Focused on niche vendor alliances around data, network and app management backed by a robust channel ecosystem marked iValue's success in 2014. What clicked for the seven-year-old VAD?

RAH Infotech Shows Channels the Way Ahead

Mutual trust and long lasting bond with vendor companies and channel partners helps VADs to evolve and succeed in today’s aggressively competitive market. Leveraging competent channel partners and forge niche vendor alliances marks RAH Infotech’s success in 2014.

How Satcom Infotech is Adapting to New Security Landscape

As a leading value added distributor, Satcom Infotech is emerging as an end-to-end security player, helping both customers and partners grow.

How ComGuard Shields Channel Partners

As emerging technologies introduce new threats to the enterprise landscape, they are making channel partners anxious. But VADs like ComGuard are putting their worries to rest. Here's how.

Tech Chat

Collaborating To Outcome Based World: Priyadarshi Mohapatra, Avaya

Priyadarshi Mohapatra, Managing Director, India and SAARC, Avaya, on how IT is transitioning from a keep-the-lights-on role to one that enables customers to deliver results.

The Dawn of the Digital Age: Akhilesh Tuteja, KPMG

The development of digital infrastructure will be a key growth driver for technology and solution providers. 

Paradigm Shift from End-Users to User-First : Parag Arora,Citrix

Parag Arora, Area Vice President and India Head, India Sub-continent, Citrix, says new technologies will force organizations to take a user-first approach in 2015.

Mobile and Cloud Are Gamechangers of the Future: Karan Bajwa, Microsoft

Karan Bajwa, Managing Director, Microsoft India, says, in  2015, organizations will adopt a mobile-first and cloud-first strategy to get ahead of competition.

A Network for the Internet of Everything : Dinesh Malkani,Cisco

Dinesh Malkani, President, India and SAARC, Cisco, talks about IoT and the significant technology transitions in the networking world.

Moving to the Third Platform: Jaideep Mehta, IDC

Cloud and mobility are the two technologies that will fuel the rapid adoption of the third platform in India.

Envisaging a Holistic Security Strategy For 2015: Sanjay Rohatgi,Symantec

Sanjay Rohatgi, President–Sales, Symantec India, says the company has a set of holistic solutions in place to secure organizations from security threats. 

Beating the Bad Guys: Sivarama Krishnan, PwC

Organizations will need to turn inwards to establish robust information security strategies.

Building Capabilities for a Digital Tomorrow: Alok Ohrie,Dell

Alok Ohrie, President and Managing Director, Dell India, on the company’s investments to build end-to-end solutions and delivery capabilities for a digital world.

FAST TRACK

Kamtron Systems

Transitioning towards a service-oriented company will boost our growth, believes Kavita Singhal, director, Kamtron Systems.

TIM Infratech

Delivering ‘best of breed’ technologies to enterprises is key to success, says Monish Chhabria, MD, TIM Infratech

Mudra Electronics

A vendor-agnostic strategy helped us sustain business, says Bharat Shetty, CMD, Mudra Electronics.

Systematix Technologies

Our USP is a customer-friendly approach backed by services, says Akhilesh Khandelwal, Director, Systematix Technologies.

CorporateServe Solutions

Our ability to turnaround complex ERP projects in record time is what gets us customer referral, says Vinay Vohra, Founder & CEO, CorporateServe Solutions.

KernelSphere Technologies

We are emerging as an end-to-end systems integrator, says Vinod Kumar, MD, KernelSphere Technologies.

Uniware Systems

We constantly validate emerging technologies for first-mover advantage, says Vergis K.R., CEO, Uniware Systems.

Astek Networking & Solutions

An innovative approach helps us stay successful, says Ashish Agarwal, CEO, Astek Networking & Solutions.

CSM Technologies

Our approach is backed by innovation and simplicity, says Priyadarshi Nanu Pany, CEO, CSM Technologies.

SOCIAL MEDIA @ CW India
SIGNUP FOR OUR NEWSLETTER

Signup for our newsletter and get regular updates.