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Business Objects will be introducing a new partner framework for the Indian
market in the next few months. “Partners are essential component of our
business in India. Current plans are primarily aimed at broadbasing our partner
network in the country,” said Sudi Bhattacharya, Director-Channel Sales,
APAC & Japan, Business Objects, who was here to formalize the broadbasing
plans.
As an extension to global partner program, the company aims to build a tiered
network, wherein channel partners will be given bronze, silver or gold status.
“Channel partners will be given different status depending on their
capabilities, resources and commitments.” The new program will be applicable
to both existing and new channel partner.
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| Sudi Bhattacharya,
Director-Channel Sales, APAC & Japan, Business Objects |
While the company has not put a cap on the number of new partners to be
added, Bhattacharya informed that the company is looking at partners with domain
expertise. “Any solution provider specializing in any specific customer
verticals like telecom, retail, etc will be preferred choice as partners,” he
said.
According to Bhattacharya, being choosy in adding channel partners has helped
the company in understanding customer requirements better. On the tier-one of
the partner network, the company is also looking at partnering small ERP vendors
to integrate Business Object solutions. At the same time it is also looking at
channel partners with expertise in implementing ERP and CRM solutions.
Some of the enterprise accounts are currently being handled directly by the
company. “We will continue to maintain some key accounts directly, but with
the tier-two channel partners. Our plan is to get more channel partners to
target the small and medium business in the country,” said Sanjay Deshmukh,
Country Sales Manager, India & SAARC.
To prepare the launch of this new partner framework, the company is currently
running a series of roadshow, in New Delhi, Mumbai, Bangalore and Chennai.
During the roadshow the company is providing training to partners on how to sell
and how to use BO products. “The key objective of the roadshow is get more
people as partners,” added Deshmukh.
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