Subhasish Gupta Country Manager – India & SAARC of Allied Telesis shares insights into his company’s channel strategy and company’s roadmap for the year 2015.
A.2014 was a very successful year and built on the foundation of previous years. We have seen a number of new products. 2014 has been a particularly good year from sales point of view. We saw impressive sales numbers with a significant addition of customers to our portfolio. All in all the past year saw us thrive. We are keen to continue this trend even in the New Year.
A.The channel is very important part of our business, as working together with the channel we all can achieve more. It is very much a symbiotic relationship. Channel partners have always been an integral part of our system. We have aligned ourselves with partners that have the market expertise and they indeed have been of a great support to us.
A.In 2015 we will increasingly focus on creating demand among end users in certain markets. We are targeting and expect to work hand in hand with the channel to assist them in meeting the demands. We intend on sustaining the momentum with which we have been thriving in the market and make 2015 an even better year for us.
A.Allied Telesis have always provided strong solution approach to enterprises. As a result, we have a lot of customers in education, healthcare, retail and government sectors present in tier 2, tier 3 and tier 4 cities. For half a decade, we have successfully covered almost every city by joining hands with certified partners. With structured distributors like Infotechnologies and ADI, we have further enhanced our reach in all kind of tier cities
A.If channel partners do what they have always done, they’ll receive the same results they always have. If they want to achieve a different outcome, they need to do something different. Working with a vendor who represents an alternative to the dominant player in the market and who genuinely values the relationship with the channel is the first thing they should be thinking about. The second thing is working with a vendor who can help partners differentiate themselves from their competitors in the market. We have a wide range of products catering to the Indian market and the local needs which makes it easy for our channel partners to work with us.
