At the recently concluded four-day Tech Summit, more than 100 software partners affiliated with the Infotech Software Dealers Association (ISODA) took home three key learning. One, they acknowledged that the current model of doing business is set for a change and that the resellers—the weakest link among the value chain—need to get united.
Two, ISODA as a body would work closely with Nasscom, MAIT, TAIT and other organizations for creating a stronger influence in lobbying for issues that affect channels; and third and the most important, never get married to one vendor but sell products from multiple vendors to increase scope and profitability.
According to Devesh Aggarwal, President, ISODA, the association’s message to transform, organize and protect has deeply penetrated the partners’ conscience. “Transform to sustain in this market, organize and collaborate and expand beyond existing geographies,” he said.
KV Jagannath, CEO, Choice Solutions, an ISODA member added that partners would need to enhance and leverage business opportunities in the existing customer base in the wake of large companies entering the SMB space.
The partners were joined by vendors such as CA Technologies, Quest, Netcore, Websense, Microdium, Trend Micro and Hitachi. In his presentation on Change or Die, Mahendra Negi, COO and CFO of Trend Micro concurred, said “Partners would have to remain relevant in view of changing distribution trends.”
Through his presentation Do Dooni Char, Vineet Sood, Director Channels and Alliances, Symantec spoke about the company’s new partner program and the hosting services that partners can offer their end customers.
Partners also discussed best practices and conducted an for setting goals for next year keeping in mind the various new technologies and concepts that are emerging in the marketplace.
Some partners led the way and announced collaboration initiatives with each other. M Prabhakar Kini, MD, Kinfotech led the way. He said, “Following allegations that Kinfotech’s HR department had been poaching talent from Veeras Infotech, I have instructed the HR to first seek my permission before recruiting any personnel from Veeras.
Focusing on the grouse between resellers and distributors, Harinder Salwan, Secretary, ISODA said, “We have not yet broken ice with distributors. The message has to be sent that we are not enemies.”
The association has decided to form the ISODA Partner Advisory Council. It also announced to hold its next Tech Summit in Singapore from January 26-29, 2012.
0 comments:
Post a Comment