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Emerson Targets New Markets Through NSPs
By
Pearl Mistry
Mumbai, Feb 5, 2007
Emerson Network Power has kick-started a new Networking Solution Provider (NSP) program to penetrate into the mid- and entry-level business markets.
Pratik Chube, the recently appointed corporate champion-product management, channel business, with the agenda to drive the company's new business model, said, "We were known in the IT business for our enterprise range of products. We are going to take a positive rub-off from our enterprise segment to percolate downstream."
The company intends to expand via a completely new channel and will be on the look out for partners who directly target the SME and Soho space. Commenting on the decision to go through a new channel, Chube said, "Our enterprise partners do not have strong reach in IT domain. For that, we are introducing a new domain and this is where the NSPs come in. Our Enterprise Business Partners (EBPs) and NSPs are parallel to each other as we do not want to disturb the EBP layer."
"We had organized a roadshow in five cities where we invited 25-odd prospective partners. While these NSPs will be directly managed by Emerson Network the fulfillment of stocks or goods will be through our national distributor, Ingram Micro," Chube said.
The NSPs will be given training by the company and will be required to get certified under its certification program. Chube informed that at the NSP level they were looking at eight to 10 cities to start with and then expand further after learning from experience. "We are not looking at more than 40 NSP partners nationally as we have to manage them on a one-to-one basis," Chube explained.
The UPS vendor is also looking at increasing its VAR base from the existing 1,200, that are active in any given quarter, to almost 2,000.
"We want partners who have the three-on-three element in the VAR segment, that is to say that a VAR should be involved in buying Emerson products during all three months in a quarter," said Chube, adding, "For the VARs business, we are looking at partners for our online product range where Ingram Micro is servicing. As far as VARs are concerned, its more the merrier for us."
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Emerson as a company & Product profile was great,is great and shall be GREAT always.No doubt about that.Keep it up. |
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- Rup Raj Dutta,
Kalcom Systems, Guwahati
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