Digital transformation in India is changing the enterprise landscape in the country. Both private and public sector are embracing the wave of disruptive technologies leading to massive opportunities in the collaboration space. Satish Kumar, country head at DMX Technologies India, discusses how the company is geared up to leverage digital transformation in India and empower partners with a robust partner program.
What are the big opportunities you see in the India market for end-to-end network management in 2017 and beyond?
Indian market is ripe now with aspects like collaboration, business sensitive IT services, global reach, XaaS, etc. And this has become the norm in the enterprise world, along with several Government backed projects under the Digital India and Make in India initiatives.
We are witnessing a transformation in the role of IT in modern day business - from business support into business enabler. Startup friendly environment, aggressive M&A activities, active e-commerce, along with never seen before investment drives are all adding to our confidence in Indian market’s potential.
What is the channel strategy for Everest business in India for 2017 in terms of developing the ecosystem of distributors and channel partners?
Technobind as our national distributor along with partnership with key players in each zone of Indian market is how we plan to reach out to more potential customers. Partner drives in each region, along with an attractive Everest Partner Program, backed by active partner enablement exercises form the crux of our efforts towards making 2017 a highly rewarding year for our partners and customers.
Which type of channel partners (infra partners, system integrators, service providers, etc.) are a perfect fit for Everest’s vision? Why?
Partners who deal in software solutions while serving the end-to-end IT needs of customers are the ideal fit for Everest IMS suite of offerings. We have earmarked approaches in order to strengthen the portfolio of service provider partners.
“Startup friendly environment, aggressive M&A activities, active e-commerce along with never seen before investment drives are all adding to our confidence in the Indian market’s potential.”
Satish Kumar V, Country Head, DMX Technologies India
Our partner ecosystem will also constitute players from the SI segment who want to provide add-on software and services capabilities based on our offerings. Everest Partner Program is designed in such a way so that it promotes business relationship for each of these partner categories.
What are the technology trends and business climate for Indian enterprises to adopt end-to-end network management system?
Trends like hybrid cloud, XaaS and IOT continue to be the prime focus areas of enterprises in India. The organizations are competing in a business climate that is witnessing transformation influenced by initiatives such as Digitization, Smart Cities, and startup incubation centers along with aggressive M&A.
How is Everest Infrastructure Management Frameworks solutions different than competitors’ solutions in India?
Everest IMS software provides Unified Infrastructure Management across wired/wireless/non-IP devices in a customer environment. This, clubbed with flexible and easy to use Service Manager ensures that our customers benefit from the right fit solution for IT operational needs, and have clear visibility of their IT set-up from an operations, services and business aspect. This is available for users ranging from an operator to the CxO level.
“Great Customer base, software solution selling experience and hunger for business growth are key credentials of our channel partners.”
The solutions are vendor-agnostic and future-ready to adopt upcoming IT technologies, and provide customer-friendly licensing schemes. The local presence of product, service and support teams is an added advantage as they have an extensive experience in catering to customers’ needs for more than a decade.
How is Everest helping channel partners to move from traditional network management model to new trends like software defined, cloud and the Everest suite of solutions?
Everest partners are poised to move up the value chain of their customers as they are now capable of providing a wider range of services and software that ensures each customer benefits from their technology ventures without the concern of dealing individually with multiple tools.
Our partners have access to multiple deployment models of the Everest Stack of solutions starting from perpetual on premise deployments to on the fly cloud subscription with competitive price points. This supports quicker adaption of go-to-market strategy for our partners and their customers.
What are the enablement activities around T&C, certifications and joint GTM with your channels?
Everest Partner Program (EPP) is designed in such a way that each partner is encouraged and enabled on both sales and services capabilities based on their individual strengths and growth plans. EPP ensures that each partner benefits from multi-category trainings, multi-level certifications and multi-activity business promotions.
What are the key benefits for your channel partners to work with you versus your competition?
Everest Partner Program (EPP) paves the road for each Everest partner to gain on business front as well as customer stickiness too. They get to partner with an OEM who is locally present (both business and technology teams), has ready customer references, a software suite that is market relevant and has bigger scope for partner services.
Having a structured partner program in this solutions space itself gives us an edge over our competition. From protecting our partners’ interest in an opportunity through a Deal Registration Platform to training and enablement which increases the skillset of our partner’s sales teams, the partner program is a robust tool our partners can leverage on.
DMX India's Top Channel Priorities
Focused effort & time by Everest team
Dynamic Everest Partner Program
New services and software offerings
Is the plan to appoint more partners or deepen the engagement with existing partners or both? Why?
We will be working with few focus partners in each zone of Indian market across key verticals, with more focus on supporting our core partners to grow further in the managed services space.
We will also welcome new solutions partners who are focused on cloud and IoT. We are poised to provide each of our partner with required effort and time to ensure a win-win situation for Everest Partner customer ecosystem.
Which verticals are early adopters of Everest Infrastructure Management Frameworks in India? And why?
We have been catering to customers for more than a decade with software solutions in the infrastructure management space. Customers from telecom, defense and Government verticals have been the early adopters of Everest IMS suite of offerings in the Indian market based on our direct selling efforts.
Subsequently, we have expanded our customer base with IT/ITeS, healthcare and ISP customers. With our recent shift to partner ecosystem, we are geared up to cater to more customers all over the Indian market across these verticals and beyond.
Are you appointing channel partners based on their vertical strength or geographical presence?
We encourage our partners to grow their business by playing to their individual strengths and focus areas. While geographical presence is essential from a reach perspective, vertical strength plays a crucial role too for partners. The Everest suite of solutions further strengthen our partners’ capabilities within their core vertical expertise, where they can leverage our tools to support their customers’ unique needs.
We aim to have a good mix of regionally strong partners for the reach and local partners with industry strengths.