Interaction with Santosh Agrawal, Director, Esconet Technologies

In an exclusive interview with Santosh Agrawal, Director, Esconet Technologies Pvt. Ltd. He spoke about the company’s performance, expectations, and challenges for the coming year.

How was the last year for your business from a channel partner perspective?

Last year has been phenomenal for us and we saw unprecedented growth across customer verticals and sectors. We did new customer acquisitions as well as we were able to get business from our existing accounts also.

What are the different expectations a partner has from a CIO?

• The CIO should clearly communicate the organization's IT requirements, objectives, and long-term vision. Effective communication ensures that the Partner understands the business's goals and can align their services accordingly.
• In today's rapidly evolving technology landscape, partners would expect the CIO to be open to new ideas, willing to embrace innovation, and adaptable to changes in the IT environment.
• Partners need the CIO to share the organization's IT roadmap or technology strategy. Understanding the long-term plan helps the partners align their services and recommendations with the organization's goals.

How can a partner help CIOs in building the technology?

1. Partners can help CIOs to actually compare different brands of the same technology without being biased toward a particular brand that brings more value to the organization.
2. Partners often possess specialized expertise in specific technologies, products, and services. They can provide valuable consultation to the CIO regarding the latest trends, best practices, and potential solutions that can address the organization's unique needs.
3. In many cases, off-the-shelf solutions may not perfectly fit an organization's unique requirements. Partners can assist in customizing and integrating technologies to ensure they work seamlessly within the existing IT infrastructure.
4. Technology is constantly evolving, and staying updated with the latest trends and innovations is essential for a competitive advantage. Partners can keep the CIO informed about emerging technologies and how they can benefit the organization.

What are the challenges you face as a channel partner?

1. The IT industry is highly competitive, and channel partners often face intense competition from other IT resellers, service providers, and even direct sales from technology vendors.
2. Finding and retaining skilled IT professionals can be challenging for channel partners. The demand for IT talent often exceeds the available supply, leading to resource constraints.
3. Staying compliant with various industry regulations and data privacy laws can be a challenge, especially when dealing with customers from different regions with varying requirements.
4. Building long-term relationships with customers and maintaining high customer satisfaction is critical for IT channel partners' success. Retaining customers in a competitive market can be a continual challenge.

What is the potential for the year 2023-24 for the business as a channel partner?

The outlook for FY 2023-24 is promising for Esconet Technologies. We have done good business First quarter and have a very strong funnel for this year.