'All our channel policies are monitored and we make corrections if market demands'

Prabodh Vyas
Director-Sales and Marketing, Digilink

We have a special training program called 'Digicare' for our channel partners and our main agenda is to associate more partners which will help in doubling our partners base

How many partners do you have in India? Does Digilink plan to expand its channel base in next one year?

As an organization we have a different set of customers starting from the home segment to large enterprise. We reach out to our customers with our nationwide network of 23 regional distributors nationwide, six national system integrators (NSI), more than 200 empower value system integrators (EVS), 1,000 plus empower value added re-sellers (EVAR) and more than 5,000 empower reseller (ER). Starting from home segment to large enterprises and SMEs are served with the distribution pattern coupled with small and medium SIs. Our large projects cater to large SIs. In large cities we have a three tier distribution pattern consisting of dealers and resellers. In small cities we have a two tier distribution pattern. Large enterprises are served through large SI and they are around 50 in number. Ingram Micro is our ND that serves to large distributors only.

Our continuous effort is to expand our channel base and this year we have also come up with a special initiative program known as the 'Network 160.' It is basically a reseller event which we are conducting in 160 locations and in the past 50 days we have covered 85 cities wherein we had invited our small and medium resellers and SIs. We introduced them to our corporate and company profiles and gave them more knowledge about our company. We have a special training program called as 'Digicare' for our channel partners and our main agenda is to associate more partners which will help in doubling our partners base.

Are you looking at revamping your channel policies?

All our channel policies are monitored and we follow the reseller distribution pattern. We make corrections in our policies if the market demands. No major policies are to be changed. Also in the month of April we had launched 'Digisol' which offers wireless products, broadband products, unmanaged switches (Giga and Ethernet switches), video phones. Shortly, we will expand our range by September covering 70 to 80 percent of active networking needs for an organization.

How do you enable your channels to earn more profits?

We work very closely with our channel partners and educate them about our products so that they can sell them.

Minakshi Shetty
(minakshis@cybermedia.co.in)