SHRINIVAS TIMMANAGOUDARÂ
 HEAD – SALES, PRODUCTS & SOLUTIONS, TVS ELECTRONICS
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“TVS Electronics is investing in partners across distributors, system integrators, resellers and solution providers with a focus on enabling them with the right products, technical training, pre-sales support and market development. Our approach is to move beyond a traditional reseller model and build a stronger, more capable partner ecosystem. We are also focusing on building deeper capabilities in emerging areas such as AIDC, mobility, POS and digital solutions. Our objective is not simply to increase the number of partners but to help our partners create more value for customers and build sustainable businesses. We see the channel as an extension of our organisation and therefore partner capability, profitability and customer experience are equally important to us.
DRIVING PARTNER GROWTH AND PROFITABILITY
We are moving from a purely transactional channel approach to a value based partnership model.
We want our partners to have revenue not only from hardware sales, but also through solutions, integration, services and recurring customer engagement. We are therefore working on product wise and solution wise partner programmes, technical enablement, demonstrations, pre-sales support and market development initiatives. We also want partners to specialize in sectors where they have strong customer relationships such as Enterprise, retail, manufacturing, logistics, BFSI and government. Ultimately, our success is linked to partner success. A partner who has healthy margins, predictable business and strong customer relationships is more likely to invest in the market and grow with us.
HELPING SMALL BUSINESSES GROW
AI is changing the way businesses operate, but AI by itself doesn't create business value. It needs to be connected to the physical processes of an organisation. Our role is to provide the technology infrastructure that enables enterprises and SMEs to digitise those processes, whether it is point-of-sale, printing, barcode and RFID-based identification, mobility, inventory management or other connected solutions. We therefore see our solutions as an important layer connecting the physical world with digital and AI-driven decision-making.”
