— By Priyanka Pugaokar

Axis Communications, a Swedish manufacturer of network cameras for the physical security and video surveillance industries works on the pure indirect channel model in India. Around 70 percent of company’s indirect business is managed by its Focused or Loyal partners in the country.

Axis Communications follows the tier 2 model and sell only through system integrators. The company launched “Closer to the partners” initiative in 2015 as part of its relationship management strategy in 2015. Since Axis Communications has introduced a number of channel programs.

In India, the company works with its Focused partners such as NextGen Integrated Systems, M K Infosystems Pvt. Ltd, Chubb Alba Control Systems Ltd., Unicom Infotel Pvt. Ltd.etc. who engage with the vendor on some of the large projects.

Axis Communications is heavily focusing on enhancing its channel network in the country by increasing its Focused and small and medium system sales partners to ensure the availability of Axis solutions in every corner of the country. This year the company intends to increase its partner base to 3000 partners and add 30-40 Focused partners to its channel strength.

In a candid interaction with Channel Times, Sudhindra Holla, Country Manager, Axis Communications unveils company’s channel strategy in India and also emphasizes on building a robust network of Loyal Partners or Focused partners in the country.