SMEs are constantly on the lookout for solutions that are cost effective that have an easy user interface. They generate large amounts of data, and more often than not make do with a limited IT infrastructure and with perhaps just two to three servers and therefore usually don’t have the capacity to invest in datacenters on account of space constraints.
India is witnessing a burgeoning number of start-ups, SMBs and SMEs due to recent initiatives and policy bolsters from the government. They are mushrooming at a rapid pace in tier 2 and tier 3 cities and more often than not face the problem of scarce energy supply. As businesses need access to data 24×7 quite a few SMBs have started thinking about datacenters, but they haven’t been able to invest in them considering resource and space limitations. Emerson Network Power’s solutions has enabled quite a few of these companies with solutions such as smart rows, smart aisles and smart mods which are mini data centers with racks and various facilities all enclosed in one. A smart solution is a mini data center which comes equipped with all solutions like precision cooling, UPSs, power management, monitoring, control technologies, and fire suppression in one encased system which is advantageous as businesses look for cost efficient and easy to maintain solutions.
[quote font=”tahoma” font_size=”13″ font_style=”italic” color=”#262626″ bgcolor=”#f2f2f2″]
“Our aim is to help elaborating partner’s skills, and scale them up to become a solution provider of choice and not just a product channel.”
Shrirang Deshpande
Country Head
Data Center Business
Emerson Network Power
India
[/quote]
Channel forms a very important part of Emerson’s go to market strategy. In the initial phase Emerson reach out to prospective clients across the country by trying to understand their needs and accordingly then work with partners to address the needs for datacenter management in a joint manner. The company has a huge network of channel partners all across India. Shrirang Deshpande, Country Head -Data Center Business, Emerson Network Power, India says, “Along with this, we have enabled them with the right training and have also given them an understanding on how we plan to achieve this with are channel promotional plan. Alongside training, we are also enhancing their returns by continuously tweaking our policies for their benefit. What has elicited a positive response from partners is our tie-up with PAYBACK. This tie up is a marketing initiative we launched by way of which we offer our channel partners as well as sales staff of business partners opportunities to redeem their reward points from over 50 leading PAYBACK partner brands.”
With a view, to reaching out to as many companies as possible Emerson is running various on ground programs for them, wherein the company display its solutions so companies can have a first-hand view of how solutions work and benefit their businesses. Adding more to this, Shrirang Deshpande explains, “We also have a large network of channel partners who reach out to them regularly to reach out to them. Primarily we believe that there lies a significant untapped market opportunity for partners to grow their business laterally by helping their customers explore the repertoire of smart solutions from Emerson for datacenters.”
“We extend our technical support to channel partners throughout the product cycle and strive to promote a solutions approach among partners so they can up-sell and create value for their business. Channel partners play a vital role as they help in reaching out to so many of SMBs and SMEs. We want to educate our partners so that they can become a solution provider than being just an IT vendor for customers,” adds Shrirang Deshpande.
Finally…
Data centers today are becoming a requisite for small to large organizations which open numerous avenues for SIs to cash upon. So, the time has come to gear up and tap in to these avenues as these are the clear indicators on how the future is going to evolve.
