The demand for IT products is picking up in certain segment which is quite encouraging for channel business. Prashanth G J, CEO, TechnoBind said, “We see the hike in distribution business as the pandemic COVID-19 outbreak made remote working a necessity and has changed the habits and a work routine of millions. Since most of the organization are allowing their employees to work remotely, the cybersecurity issues become the biggest concern. It is being seen as a core technology to keep companies secure as they go online and virtual. As the companies are going to accelerate digitization the Data Storage, Data Management, Data security and protection business is going to increase. We are going above and beyond our deliverables agreed in SLAs to ensure our customer’s businesses are running at its most optimal level. We are proactively reaching out to our customers and suggesting changes in their current solutions at a place to handle the current challenges and also making sure the solutions are meeting their requirements with minimal manual oversight.”
Challenges for Channel Business
Talking on the obstacles for channel business continuity, Prashanth commented, “Logistics is one part of the COVID 19 pandemic which has been affected and a major disruption has happened but it is a matter of time that it will all bounce back to normal. But the bigger challenge is that of the new way of doing business at least in the medium term. Distribution or Channel business is all about relationships – but with sales guys not been able to meet physically their customers they will need to adjust to a new way of selling – remote. The quicker they adapt to the better it will be.”
Support from Vendors
Offline partners remain the core strength of any brands and in today’s scenario partners are expecting to get the best possible support to bring their business on track. “Our partners are looking forward to a lot of support from vendors. Ranging from helping them scale their selling skills in the remote working to enabling them with newer technologies that equip them to solve their customers’ challenges arising out of these remote working cultures. The customers are facing many organisations – it could be related to access where the challenge is to ensure employees have a secure way to do it. Or it could be related to protecting the data when it is not residing within the campus but remotely. Enabling the partners to address these opportunities among many others is some of the help we are getting through” said Prashanth.
