2016 Premier 100: Channel partners are evolving to keep up with digital transformation

ChannelWorld India spoke to Premier 100’s Transformative 100 about how digital transformation is bringing a definite change in the channel ecosystem.

Like every year, ChannelWorld India celebrated those channel partners who are the leading change-makers in the industry. Over the years, ChannelWorld India has awarded channel partners who are agile, ingenuous, bold, innovative, and dynamic. This year, we recognize the transformative leaders—those who know how to adapt their business to the changing landscape of the channel environment.

ChannelWorld India spoke to some of the Transformative 100 to understand what makes them the best in the industry.

With the technology market undergoing a lot of transformation, it is necessary that channel partners keep up with the latest trends in the market. Harbhajan Singh, founder and CEO, Infotech Computers & Communications, said that the IT industry is changing rapidly and channel partners have to relook at their products and their position in the market so that they can be adaptive and transformative.

Check out the winners' list of 2016 Premier 100-The Transformative 100

Because all channel partners are attempting to be transformative, there is stiff competition in the ecosystem.  Ashwinder Pal Singh Puri, managing director, Apee Eskay Enterprises, said that as clients are getting more aware of the technology, channel partners have to upgrade themselves to satisfy the clients. “As most of our customers are repeat clients, we need to constantly upgrade ourselves with the latest in technology. We cannot take our clients for granted. For this reason, we need to invest in training sessions and regular seminars to educate our team members,” he added.

There are a lot of trends going on in the market. However, Yogesh Godbole, director, Ace Brain Systems & Software, said currently channel partners should concentrate more on internet security as a priority rather than cloud and virtualization.

However, Edward Jeevan, director, Binary Systems, feels that channel partners should play more on their strengths. “It should be a calculated risk approach. Market will talk about a lot of things like big data and IoT, but channel partners should leverage their strengths. We need to try out new things, but at the same time we should not ignore our strong basics,” he said.

In the last two years, channel partners have also seen another opportunity—the country’s path to becoming digital. Anita Jain, CEO, Trident Information Systems, sees initiatives like Startup India as beneficial for the channel ecosystem. She said, “For example, if you have a startup incubation with a solution which can be built on any OEM platform, channel partners can be helpful for the government in reaching out to a larger consumer base.”