Bangalore-based Systimax Solutions has hit upon a novel way to create awareness about its network cabling solutions. It engages with the architect, consultant and engineer (ACE) community regularly through seminars, highlighting the need to lay the right kind of cables in real estate properties.

While the company has been doing this on a regular basis, it plans to formalize this endeavor and make it a core part of its promotional activities. “These interactions help us to transfer knowledge about structured cabling and gather market knowledge,” said Prasanna Kumar, Systimax's Sales Director for India and SAARC. 

Besides information dissemination, these meetings also help the company in building up a good database of prospective customers. With a spate of development taking place throughout the country, Systimax works with these ACE members to bag lucrative orders for the cabling of residential complexes, corporate parks and shopping centers.

The company is also working on increasing its channel strength in the country, especially in the smaller towns. Currently, it has 75 partners nationally, all of whom have been inducted into its Systimax First channel program. It is seeking partners who believe in value selling rather than box pushing. “While selecting a partner, we see the number of trained people he has on board and how much he invests in training. This is indicative of his willingness to invest in quality,” said Prasanna. 

Talking about the value that a partner can offer he elucidates that the customer engagement should encompass consultancy, installation and post-sales support as well. After identifying the partner's capability the company then helps them graduate to the next level of the accreditation program. The company has two Prestige partners currently: Network Solutions and Sigma Byte. The remainder 73 partners form the core of its authorized channel.

VINITA BHATIA
MUMBAI

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