Jacques Roux, Director, SES Technologies, in an interview with Kapil Mudholkar, elaborates on the company's alliance with Numeric and its channel plans. Excerpts

What kind of strategies are you planning for Numeric products?

SES consistently works on building a premier channel network that delivers superior value and accelerates the success of our trading vendors. As all other products, we will adopt aggressive marketing & penetration strategy for Numeric. SES will be conducting series of road shows in conjunction with Numeric to spread technology across the nation. SES will be concentrating on 'Online UPS Sales' team for generating new business and exposing new territories.

Elaborate more on the newly-appointed dedicated team for Numeric?

Online UPS Sales team has been appointed in conjunction with Numeric. All team members are SES employees and on company's direct payroll. Driving the sales growth via these new team members is taken care of in conjunction with Numeric.

How this team will work with Numeric?

The team currently consists of 7 members who work aggressively to generate leads and tap new business from different sectors with special emphasis on Corporate, Government and special projects. This team is trained regularly to keep them updated about the market trends and consumer behaviors, and one of there main role of this team is to convert customers using other brands into Numeric users.

Will you continue to add new partners to your network?

SES has been actively growing the number of channel partners rather than just exploring depth with the existing partners. Number of business territories has been increased by more than 50 percent with channel partners reaching up to 600 as compared to 250 since SES was appointed as Numeric's national distributor. SES has been consistently focusing in adding newer partners and newer towns (mainly C/D class towns) for the entry level LI UPS. SES made entry of Numeric Invertors possible in IT distribution and we will be adopting Breadth Billing concept for bulk requirements whilst adding new partners.

Elaborate on your penetration in B, C and D-class markets?

Unorthodox business model and breath billing concept made possible for SES to bill record 5000 units of UPS in a single day (Nov.2008) spread evenly across different parts of the nation. SES has a strong channel network with 12000 registered partners with 57 branch offices and targets to open 30 more in next 6 months. Roorkee, Dharmshala, Bareilly, Mangalore, Vellore, Aurangabad are few of the cities which are on verge of being branch offices. Surat, Cochin, Raipur, Nagpur, Coimbatore, Vijaywada, Kolhapur, Chandigarh, Varanasi, Trivendrum, Ludhiana and Jaipur will be the target for first series of SES' road show campaigns.