Shibu Paul
VP of International Sales, Array Networks
“At Array, we believe a strong channel ecosystem is built on partner profitability and long-term sustainability. Our approach goes beyond competitive pricing to support viable business models that enable our partners to grow and thrive. We are committed not only to helping our partners win deals but also to ensuring that those wins translate into sustainable growth, consistent profitability and long-term business success. Our Assured Incentive Programme for channel partners guarantees an assured margin on all registered deals, even when the deal economics would not otherwise support that margin. We also offer greater commercial flexibility, working with partners on deal-specific commercial structures that help protect agreed margins, enhance profitability, and maintain competitiveness in the market.
CHANNEL STRATEGY FOR 2027
Our channel strategy for 2027 is centred on one clear objective of building a stronger, more profitable, and more capable partner ecosystem that can scale with market opportunities. By 2027, Array cloud products are targeted to contribute 20% of Array’s revenue in India, driven through channel partners, with a focus on expanding our presence in Tier 2 and Tier 3 cities and strengthening engagement with partners serving small and medium-sized businesses (SMBs).
Additionally, we aim to work closely with our partners to identify growth opportunities, develop industry and technology expertise, and create differentiated value for customers.
There are four priorities underpinning this approach -
First, we will continue to put partner profitability at the centre of our model, with greater focus on commercially viable opportunities, deal-level support, and sustainable business growth.
Second, we want to strengthen partner capabilities through targeted sales and technical enablement, helping partners build the expertise required to address increasingly complex customer needs.
Third, through collaborative marketing, customer engagement, demand generation, and co-selling support, we aim to help partners convert capabilities into tangible business opportunities.
Finally, we want to build a more strategic and accountable channel ecosystem.”
