Technology Distribution business faces lot of challenges as this industry is very dynamic. Distribution houses need very clear vision and effective roadmap to handle all sort of challenges which emerges due to its unpredictable nature. But few of them has been moving with the same pace despite all such challenges. This is only possible as key leadership has clear understanding of future market opportunities and preparing to capitalize that opportunity in advance. Compuage, one of the biggest distribution houses in India, is able to maintain it’s lead always in the market with excellent planning and marketing strategies. Atul H Mehta, Chairman & Managing Director, Compuage who has been the man behind it’s success, has seen the evolution of IT business since many decades. As we stepped in New calendar Year, Mr. Mehta already outlined his business and channel plan for the company. Let’s checkout his Go-To-Market strategy which he revealed with DT.
DT: How has been the year 2018 for you?
Mr. Atul: Year 2018 was a great year for us as are able to continue our growth momentum. We have been able to bear the responsibility as leader in distribution business and successfully fulfilled the expectations of all brands. We have been appreciated for our excellent work and contribution throughout the year. We have been garnered with multiple awards by our Vendors. We bagged Best AMP Net Connect Distributor Award and Best Managed Distributor Award from Commscope. Asus honoured us with Best Sales Team and Best Distributor Award whereas Cisco Start gave us Best Adoption Award. We won T1 Business Experts Award from Lenovo.
Apart from this, we also tied up with brands like CBC Ganz and 15 cloud brands - Adrenalin, Cloudiway, Coudguard, GST hero, IBM cloud, Keka, Microsoft Azure, Microsoft CSP, Myoperator, Nowfloats, Udyog software, Vaultastic, Witty parrot, yellow messenger and Zoho. We strengthened our foot prints in SAARC nations by opening an office in Colombo, Srilanka.
DT: Please brief about your channel ecosystem in India. How are you currently working with your partners to strengthen your market position?
Mr. Atul: We have over 12000 channel partners in India. Our sales champs are constantly in touch with partners to provide them all the necessary support. We conduct channel partner meets and trainings not only in metros but also in tier II & tier III cities. These meets enable us understand challenges faced by partners to provide them immediate support wherever required. We conduct on-ground activation programs which help create awareness about the brands, products, offerings which in turn enable partners sell out the stocks achieving a win win situation.
DT: What is your overall roadmap to escalate your growth further in CY 2019? On what products/solutions you will be focusing in 2019?
Mr. Atul: We have very aggressive plan for Year 2019 to help ourselves achieve newer altitude. Our road map is to focus on two key areas, developing partners across the length and breadth of the company and boost SMB focused partners. Whereas our focused products and solutions for 2019 will be to become a trusted advisor through Cloud aggregator platform by providing world class cloud marketplace experience, expertise, solutions and enablement programs.
DT: What will be the major challenges for Distribution houses in 2019?
Mr. Atul: Like every year, New year brings lots of opportunity but this also brings lot of challenges in any business. But for distribution house, major challenge will be to hold the nerves to maintain the growth momentum while adopting the changing landscape of technology advancement. We will have to perform better and at the same time will have to transform amidst the technological changes that is taking place. We also feel responsible to help partners in transforming themselves as well. We will be always ahead in extending all sort of support to channel partners.
