MANISH ALSHI
Director – Channels & Alliances
VMware India
“The e-commerce segment offers a tremendous growth opportunity for the channel community. Not only has it expanded the marketplace, but also opened new avenues of business possibilities. The conventional modus operandi is steadily undergoing a tectonic shift in the way we serve our customers and the channel community is evolving rapidly, to stay ahead of the curve.
As the e-commerce marketplace moves up the maturity curve, it opens up business opportunities in areas such as cloud computing, intrinsic security and digital workspace, thereby providing an additional platform for the channel community to participate, sustain and grow. With multi-cloud taking centre-stage, channel partners too, are establishing business practices and go- -to-market strategies in areas such as application modernisation, migration services, digital transformation initiatives & edge computing solutions. VMware India’s channel policy keeps the ecosystem interests at its core and strives to ensure consistency, ease of doing business with VMware and faster time-to-market for our partners.
The objective is to evolve into a ’customer for life’ mindset and empower our partners to leverage VMware’s solution platforms to deliver consistent value across the complete customer life cycle. Additionally, the intent is also to create an environment where we can market the capabilities of our partners by engaging in co-selling, joint account planning and deeper relationships with them.
To achieve this, we have created a flexible and scalable program infrastructure across the key tenets of the partner lifecycle that includes onboarding, enablement, joint go-to-market initiatives for demand generation, practice activation, incentives, and business compliance. Our channel policy aims at delivering a more sustainable partner experience that is well positioned to capture and capitalise on the market trends.
