DMX Bets Big On Channel For Everest Products

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Japanese giant ICT infrastructure provider DMX Technologies has big channel plans and focus. The company claims it devices all the strategy keeping their channels in mind. In an rapid fire interaction with us, Satish Kumar V, the Indian spokesperson of the company shares his vision for the company through the channels.

Cell IT: What are the top priorities you provide for your channel?

Satish:

1. Regular Product enablement sessions
2. Transparent Case / opportunity locking
3. Multi layered support in technical closure of deals
4. Helping channel move from standard software product sales to solutions sales.

Cell IT: What according to you, the top reasons a channel partner should collaborate with you?

Satish:

1. Everest is a mature software that has been evolving and catering to Asian customers for a decade. Being a part of KDDI (Japanese telecom), strong process guide the product.
2. Success stories from small scale to very large scale deployments in the Indian market
3. Adaptability of Everest IMS as a software framework for varied IMS needs including Cloud readiness
4. Local Product Support (R&D and Support team from Bangalore)
5. Flexible licensing model to support both perpetual & rental modes
6. Scope for Services revenue

Cell IT: Please share some of the initiatives by your company for the goodwill of the existing channel partners

Satish:

1. Detailed training and certification programs
2. Enhancing brand recognition through dedicated PR activities
3. Partner portal (in the making)
4. Regional Partner Events (in the planning)
5. Setting you a dedicated distributor for help streamline the channel process.

Cell IT: What are the sops you provide for the about-to-come channel partners?

Satish:

1. Helping them build up technical and sales strength.
2. Handholding for the initial deals.
3. Helping them build a pipeline from their existing account.
4. Strong role of Technobind (Value Added Distributor) in the ecosystem
5. Combined GTM strategies

Cell IT: Can you please tell the training activities you conduct for the channel?

Satish:

1. Web based sessions for both sales and presales
2. Tutorials covering Usage, Operations and Administration
3. Workshops with hands-on deployment and configuration trainings

Cell IT: What are the top 3 promises you can assure your channel partners in such a challenging business climate?

Satish:

1. Business opportunity from SMB to Enterprise level customers
2. Post Sales Services revenue
3. Strong VAD & OEM support from India.