Channel strategy deeply embedded in BPE’s business DNA

GIRISH CHANDRA
DIRECTOR GLOBAL DATA CENTER INFRASTRUCTURE AND ENTERPRISE, BPE

“At BPE, our channel strategy is deeply embedded in our business DNA. As a B2B company, our channel partners are key drivers of growth and operational efficiency. We have strategically appointed segment-based partners in select metros to engage enterprise customers with the right solutions and services. This targeted approach ensures alignment between our business objectives and the needs of our customers, helping us deliver consistent value and performance.

A WELL-EQUIPPED PARTNER ECOSYSTEM

We have a strong presence across India, with the majority of our channel partners based in tier 2, 3 cities - where disposable incomes are rising, and infrastructure development is accelerating. These cities are major growth hubs for us. To ensure rapid response and uninterrupted service, our partners are well-equipped with training, spare parts, and service capabilities that maintain the desired uptime for customers in these markets. Our channel partners are increasingly transitioning from being simple resellers to solution providers. Many of our IT and power VARs (Value Added Resellers) now offer comprehensive, end-to-end digital transformation solutions to customers. We support them with regular training and enablement, helping them become a one-stop destination for power quality and infrastructure needs. This collaborative model not only strengthens our ecosystem but also enhances their value proposition to customers. Our onboarding process includes alignment with our national distributors (NDs) and focused training programs to ensure they can deliver high-quality, future- ready power solutions. This approach helps us stay agile in fast-evolving tech ecosystems.”