iValue InfoSolution is banking high on partner-centric approach

We have ready-to-offer solutions set for
different customer verticals to leverage on the customer base

With how
many partners does iValue InfoSolutions operate? face="times new roman, times">

Our
VAD GTM aligns right partners for the right offerings across
geographies. We identify, empower and engage focused partners for
specific offerings and work together to develop profitable business
for each other. We do not believe in selling all offerings through
every partner. We already have identified partners, empowered them
with a business plan at each of our locations for specific
solutions. Our

aim is to help focused partners maximize their
share of business through our compelling offerings for each of their
customers size="3"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">.
Many
partners, over the period of time acquire new customers by using
our offerings. We have done business with more than 350 unique
partners over last two years including over 15 national SIs across 10
branches. We will continue to focus our channel approach which
helps us in investing quality time and effort with each of our
partners.

size="3"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

What
are your new initiatives for SIs, ISVs, VADs, resellers and platform
providers? face="times new roman, times"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

We
manage more than 600 key accounts directly to develop business for
niche offerings for the fulfillment of services through our focused
partners. This helps in understanding emerging and compelling
needs which we then classify into vertical solutions. We then sign
'best of breed' offerings from top vendors and align
solutions by selecting partners for each of the offerings. For
the solution offerings we do joint-market development activities with
each partner. We do design and implement on behalf of SI
partners for their key customers. We offer complementing offerings to
ISVs/VADs around their core product/service. We offer SaaS and
managed services for platform providers. Thus, we are able to address
specific interests to various types of partners through our
exhaustive solution and service offerings-both on premise and
cloud-based environments.

style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

size="3"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">How
can
partners derive maximum benefits from your association? face="times new roman, times"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

There
are many advantages with our association including relevant,
compelling, fast-growing, profitable range of solution and service
offerings; ready-to-market solution set for different customer types,
to jump-start the business; empowerment on technical and
business aspects of the offerings for self-sufficiency over time;
channel and customer-centric teams to leverage and grow the business
with vendor mind share; multi-location order execution with direct
support across 10 locations; and flexible billing options, including
high sea, bonded sale etc. 

We have ready-to-offer solutions
set for different customer verticals to leverage on customer base and
we serve BFSI, IT/ITeS/BPO, government, manufacturing, pharma,
e-governance, datacenter and power projects. Our technical team has
expertise in more than 60 solutions from over 45 vendors with more
than 60 certifications. In addition to design, implementation,
configuration, installation and post-sale support (L2 and
L3 along with warranty replacement), we also provide joint
activity at partner's base for business development. iValue can help
at every stage from lead generation to implementation. 

style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">What
is
the criteria to become your certified partner? face="times new roman, times"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

We
study the partner's current business and customer base to align
complementing offerings so that they can leverage our expertise. We
then identify offerings of mutual interest and sign a business plan.
This is followed by imparting training on the sales and technical
front and then we work jointly with our partners to grow business. As
the partner becomes self-reliant, we build a scalable business model
for each of our offerings at various geographies. We also look at the
financial strength of the partner so that he can manage a fast
growing business. Focus, commitment and working together are the key
criterion to become a certified iValue partner.

What is
your business strategy for markets in tier-2 and tier-3 cities? face="times new roman, times">

Last
year we expanded to tier-2 and tier-3 cities to gain advantage in
emerging markets for digital asset management and protection
offerings. Th size="3"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">is year
we
have also added Kolkata to cover the East. Our offerings
require collective support from both partner and client, for
sales and technical. We also add two to three locations every
year in a measured way, due to a comprehensive set of our portfolio
and quantum of efforts required at the customer and partner base.

size="3"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;"> 

style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">What
are
your channel expansion plans and growth targets for 2011? face="times new roman, times"> style="background: rgb(255, 255, 255) none repeat scroll 0% 0%; -moz-background-clip: border; -moz-background-origin: padding; -moz-background-inline-policy: continuous;">

We
grew more than 150 percent in the last year and plan to clock over
125 percent in the current year as well. Over the period of last few
months, we have already grown at 135 percent and the outlook for
the year looks promising and exciting. Our new and compelling
additions to the solution portfolio with comprehensive service
offerings and a focused partner model is yielding fantastic results
for our partners and vendors. In a face="times new roman, times">ddition,
the efforts put over the last two years for many of our niche
offerings are yielding good results and are helping us grow at a
faster rate.