- by Moumita Deb Choudhury

channel

Bengaluru: California based cloud applications provider for Governance, Risk, Compliance (GRC), MetricStream perceives that given the dynamic market scenario, channels are also learning and evolving. Indian channel partners are adapting faster to the new tech horizons embracing cloud, analytics, social and mobile.

The GRC market in India is evolving and growing at a steady pace. GRC frameworks and requirements are still evolving as they get defined and redefined by the regulators and policy-making institutions.

The company with operations and R&D center in Bengaluru works with system integrators, Big4 Partners, Boutique GRC consulting companies and Technology OEMs.

“The key focus areas are collaboration - to win more deals leveraging the value propositions from both sides - and help customers solve their business issues. However, we need to ensure that Partners and OEMs are aligned on the overall business objectives and committed to the same, to make the model a success,” said, Sudeep Chatterjee, Senior Director, Partner & Alliances (International), MetricStream.

Key To Successful Channel Partnership

A strong support ecosystem is needed for channel partners to be successful. One of the common mistakes which vendors make is to create a standardized channel model for different types of partners.

This approach does not work for the company, “MetricStream has built a strong Channel support program over the years. The channel program is focused around enabling Partners to have the knowledge and right skill sets on GRC & MetricStream. The following Partner focused teams work closely with the channel including MetricStream Regional Partner Team; MetricStream University; and MetricStream Partner Expert Services Team. Each of these teams play a very strategic role to ensure our strategies are aligned, to help our Channel Partners sell, grow and be successful,” said Chatterjee.

As part of the go-to-market strategy, MetricStream sales, marketing and delivery organizations are aligned with the Channel to make them successful. The key focus of the MetricStream channel strategy is to build around proper enablement, support (to make partners successful), and gain recognition and rewards. He said, “The channel contribution has significantly grown over the last 3 years. We foresee the channel become a key contributor to our overall growth plan.”

Chatterjee said that it is interesting to see that companies are trying to develop a standardized approach to track and report risk and compliance initiatives. Partners are also demonstrating a will to adopt new business models like Managed Services to tap into a high growth market like India.