Apara rolls out a nationwide channel strategy

Bangalore-based solution provider, Apara Enterprise Solutions-after having shown interest in adopting a channel model for over a year-is almost getting ready to roll out a nationwide channel strategy. To take its channel business seriously, the company has also roped in ex-CEO of Datapro, Sanjay Parnandiwar as its Business Manager-Channels. 

Apara would be appointing 40 to 50 partners by March '05 with nearly 60% in B- and C-class cities. “Rest 40% would be
recruited in metros. We would be first considering our existing set of 25 partners whom we work with for our elaborate channel model of business,” said Vaidyanthan R Iyer, Country Manager, Apara. According to him, channel business would contribute nearly 15% to the overall revenue next fiscal.

Having traditionally focused on enterprise segments, Apara now wants to leverage on channels to address verticals like media, R&D organizations and a vast population of customers in the SME segment. “Our vision is to take intelligent IT infrastructure to masses through qualified partners,” remarked
Vaidyanathan.

The company will have a range of certification programs for partners and only those organizations meeting certain minimum criteria will be partnered with. “We would also want to use our partners as a talent pool for future global projects that we are currently eyeing at,” added Vaidyanathan. Apara has already executed some projects in S-E Asia and is eyeing the European market and plans to shortly open a US office as well.

GOLDIE

BANGALORE