Recognizing the growing contribution of partners to its overall business,
Intel has decided to strengthen its channel programs. The GID (genuine Intel
dealer) program will be extended to more B and C-class cities and the channel
base would be increased from 100 to 150 cities. Intel’s channel conference (ICC)
which was part of this program was held in five cities in 2001. This year the
event will be held across 13 cities nationwide.
Says Amar Babu, GM-Channels, South Asia, Intel Asia Electronics, "The
GID program has the right mix of training, marketing program support, web-based
support and technical support." This program incorporates channel rebate
wherein, for every product that the partner sells, Intel gives him an incentive
directly.
Under its premium partner program, Intel has started working with partners
who can offer vernacular and voice recognition applications. Intel has also
launched its ‘Build Your Server’ program and has over 100 partners who are
building and supporting servers.
It is also supporting 20 GIDs who assemble build-to-order notebooks. Says
Amar, "We provide partners with notebook processors and are also working
with chassis manufacturers to help partners build economically viable
notebooks."
Amar claims that Intel’s best investment in the country has been the
setting up of its Chennai depot, which helps reduce the turnaround time for
warranty issues. "We are evaluating the chances of having similar product
hubs in other cities for server-related support," informs he.
Intel’s worldwide sales through channel have increased by 35 percent last
year. CPU sales went up by 42 percent in APAC in 2001 vis-a-vis 2000. In India
this figure was 20 percent.
Intel´s Indian growth rate was impacted last year due to the global
slowdown. However channel business was less impacted as compared to OEM
business. The main reason for this was that the home and educational sector were
key buyers in 2001, while the corporate buying was slow.
DQCI NEWS BUREAU
MUMBAI