- Moumita Deb Choudhury
Bengaluru: For Big Data provider Solix Technologies, the future of business lies in being data driven and doing real time analytics and to garner opportunities, while the focus needs to revolve around new technologies. It is looking forward to build and strengthen its partner ecosystem in India as well as globally.
The California-based company which started its journey in India in 2002 has long been working with channel partners in India and considers it cardinal for its entire business.
“India is one of the core markets that we look up to for joint GTM strategies with partners. With ever growing demand and adoption rate for big data, we continue to inspire big system integrator partners from India to target potential customers including fortune 500 companies,” said, Sai Gundavelli, Founder & CEO, Solix Technologies Inc.
“Our goal is to reach top analytic start-ups for strategic relationships, a good number of such potential partners are also based in India who helps us in this segment,” he added.
Opportunities and challenges of working with channel partners
The Big Data vendor works hand in hand with partners including Wipro, L&T and HCL among others.
Partner ecosystem varies a lot, each partner has their own priorities, engagement models can differ based on geography, size etc. “Partners generally tend to be more opportunistic not strategic for longer run,” said Gundavelli.
He further explains that partners have great potential to influence fortune 500 companies, their relationship with the customers help to understand better the customer requirements and provide a greater value add. Also, enhances client satisfaction of working with a known vendor.
It is one side that channel partners reap real benefits and helps in generating profits for a company, also on the flip-side, it significant that they get ample support from the company.
Coming to Solix, the vendor said that it has built a 100 percent focused dedicated team to support its channel partners. The team constantly engages with partners to ensure proper support is provided for joint GTM strategies such as enablement sessions, joint marketing, ensure timely deliverables and other works which centers around partners’ needs.
Solix has started to expand its partner ecosystem from just a horizontal strategy but is now as prominent in vertical strategy too. With Solix’s extended offerings to vertical segments such as banking, healthcare, etc. the company is looking to build center of excellence in these industry segments with existing and new partners.
Reiterating the significance of channel, the founder said that channel contribute for 20 percent of Solix’s overall business and that Indian channel partners are extremely opportunistic and talented and game to do business with.