“We offer better margins for our channel"

face="AgfaRotisSemiSerif, Bold, sans-serif">PRABODH
VYAS, Director-Sales, Digilink

face="AgfaRotisSemiSerif, Bold, sans-serif">Headquartered
in
Mumbai, Digilink is one of the few companies in the field of
networking, which has a unique proposition of strong distribution and
support network. The company has an extensive research and
development division, contract and in-house manufacturing, service
and support and structured cabling solutions verticals. Offering an
entire range of structured cabling system (SCS) products from copper
to fiber; data center to residential cabling solutions; and IPLMS
solutions, the company operates through 5000 Empowered Authorized
Partners (EAP) and 22 regional distributors throughout the country.
It has a strong network of six national system integrators (NSI),
over 200 Empower Value System Integrators (EVSI) and more than 1000
Empowered Value Added Resellers (EVAR).

face="AgfaRotisSemiSerif, Bold, sans-serif">Amidst
its holistic range of networking solutions, the networking major
offers a line of
end-to-end structured cabling solutions for enterprise and SMB
segments. Digilink has recently
implemented networking solutions at University of Lucknow and Jaipur
National University.
“Besides  copper and fiber-based products and solutions, Digilink
offers data
center solutions, that include trunk cable assemblies, MPO
connectors, fiber management solutions and high density aluminum die
cast patch panels. The company's residential cabling solutions
include cables,  customized IMD faceplates and data connectors,”
said Prabodh Vyas, Director-Sales, Digilink. Digilink is emerging
as one of the leaders in the SCS market in India. It has maintained
its place in providing quality, reliability and after sales support
to its customers. “We give good opportunity for the channels
to make better margins on our products. Also, we are always first to
market and get new product and solution offerings for the channels.
We have always propagated to the channels to do more value-added
selling, so that they can demand healthy margins from customers,”
Vyas said.

face="AgfaRotisSemiSerif, Bold, sans-serif">Skill
development in terms of solution is one of the key initiatives of the
networking major. “In this age of fast changing technology one has
to stay informed about the latest technological developments and
trends and we emphasize this to our business partners who play a
major role in advising the end-customer as to which is the best
technologically advanced solution to opt for,” he added. According
to Vyas, Digilink understands the needs of partners, and has designed
special training sessions to specifically serve the end objective.
Speaking over the prevailing market scenario, Vyas
is of the view that, there has been a considerable gap in demand and
supply for
trained system integrators and IT solution providers. “Technology
also changes at a rapid pace and so does the standards. We at
Digilink have been encouraging partners to get more and more people
trained in DCCE (Digilink certified cabling engineer) courses. We
also conduct corporate trainings for important clients at their
premises. There are upgraded courses, which are brand neutral,
technology driven, hands-on programs,” he emphasized.
The company is reaching out to tier-2 and tier-3 cities with a strong
channel distribution network. It has also introduced different
channel incentive schemes for partners and resellers in these cities.
Vyas said, “We are supporting our channel partners with strong
product campaigns and publicity material.”

face="AgfaRotisSemiSerif, Bold, sans-serif">According
to Vyas, apart from channel reward programs, they will conduct
technical trainings, seminars, roadshows and trade exhibitions to
keep its channel abreast with latest technological trends and the
market. The company has a two-fold sales strategy in place.
“Digilink has reached out to the SME and SOHO customers through the
present regional distribution channel. We have empowered our channels
with a good amount of pre-sales training on our products as well as
latest technological trends. Secondly, we have strategic national
system integrators and have identified a list of corporate and
institutional customers,” Vyas said. He added that, the company
will continue to get recognition as a one-stop-shop for end-to-end
solutions for IT infrastructure. In addition to the ongoing product
development initiative, Digilink is focusing on three new
areas-solution for datacenters, product range suitable for FTTH
solutions, and few unique offerings for fiber solutions in tactical
environments.