For Hitachi Vantara, channel partners are strategic, trusted advisors

DARSSHAN SOMAIYA
HEAD OF STRATEGIC PARTNER & ALLIANCES FOR INDIA AND THE SAARC REGION, HITACHI VANTARA

“Hitachi Vantara’s channel strategy is anchored in a segmentation framework that aligns partner capabilities with our broader enterprise goals. We don’t take a one-size-fits-all approach, instead, we engage with partners based on their core strengths across selling, services, or solutions delivery. This structure allows us to drive performance through focused collaboration while delivering greater value to our customers.

A STRONG CHANNEL PURPOSE

Our expansion into emerging markets is driven by a strong partner ecosystem that understand local needs and deliver tailored solutions as digital transformation expands beyond metro cities. To support our partners, we have established nine Centers of Excellence (COE) across the western, northern, and southern parts of India, empowering them to conduct technical workshops, proof-of-concept demonstrations, and drive customer success. The close collaboration between Hitachi Vantara and our partners has been instrumental in building trust, winning new opportunities and scaling across diverse markets. Our ‘Engage, Enable, and Empower’ philosophy guides this journey, we invest in onboarding, training, and access to resources that help partners stay ahead of the curve in emerging technologies.

Channel partners are evolving into strategic, trusted advisors who co-create solutions, consult on business challenges, and help implement strategies that drive outcomes. We are committed to supporting this evolution by offering them the right mix of tools, platforms, and go- to-market support. Ultimately, our ecosystem thrives when our partners grow with us, and that’s the foundation of our long-term channel vision.”