In a chat with VARINDIA, Minal Bhagat, Director, Ensonic Computech elaborates on the initiatives undertaken to fortify the channel ecosystem, focus on SME market and partner engagement model
What are the Key initiatives undertaken by your organization for strengthening the channel eco-system?
The key initiatives are:
1. Sales and Marketing Support: We offer co-branded marketing materials, campaigns, and assets that partners can use to generate leads and promote the product. We also provide sales training and support to help partners close deals and increase revenue.
2. Lead Generation Programs: We implement lead sharing and referral programs to funnel potential customers to channel partners. We develop marketing campaigns targeted at specific industries or market segments to generate leads for partners.
3. Technical Support and Resources: We offer dedicated technical support and resources to help partners with product integration, troubleshooting, and customer support. We provide access to an online knowledge base and a dedicated support team.
4. Regular Communication: We maintain open communication channels with channel partners through regular newsletters, webinars, and partner conferences. We share product updates, market insights, and best practices to keep partners informed and engaged.
5. Channel Partner Feedback and Collaboration: We actively seek feedback from channel partners to improve product features, support processes, and the overall partner experience.
How are you focusing on serving the Indian SMEs and how have you planned to support them to stay ahead of the curve?
1. We conduct in-depth market research to understand the specific needs and identify the sectors or industries that have the most potential for growth and adoption of smart class/video conferencing solutions.
2. We offer cost-effective solutions and provide scalable options that allow SMEs to expand as their needs grow
3. We develop user-friendly platforms and interfaces and offer training and customer support
4. We ensure that the solutions are available in multiple Indian languages and provide customer support in local languages.
What is your partner engagement model and success factor?
We work on a franchisee model. We identify potential dealers who could be converted to franchisees- who are well-versed in the local market. We provide comprehensive training on all the solutions and ensure that franchisees are well-equipped to handle sales, technical support, and customer inquiries. They ideally become brand ambassadors who create an ecosystem of “Ekin experience centres” to attract customers to walk in their centres and explore different types of solutions.
Using the franchisee model helps us leverage local expertise and entrepreneurship to expand its presence in diverse markets while maintaining a consistent brand and core technology standards. This approach helps us to reach Indian SMEs in various regions effectively and provide them with tailored solutions and support.
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