Ajay Dubey
Country and Channel Head
Forcepoint
“E-commerce businesses and IT businesses operate in a totally different way. In an IT business, customers can buy the license and products online, but installation needs to be done at the organisation’s premises, for which organisations need to choose the right product and solution based on their business requirement. To choose the right solution and implement it, an organization should have an in-depth understanding of the product and its sustainability as some of these products need annual maintenance. Our partners are skilled enough to understand the customer’s requirement and help them choose the right product and solution. The three stages in our business are pre-sales, sales, and post-sales where we demonstrate, implement, support and maintain the product which an e-commerce business will not be able to do. In our business, channel partners are very much safe and they can continue to do business with companies that deliver software or cloud-based solutions. Our partners have done more business during this pandemic by selling our software and cloud solutions. Two things we consider when we design our channel policy. Our partners can benefit in terms of profitability and predictability of business. The relationship of partners with Forcepoint is a recurring business, where we offer a subscription-based model to our customers. Customers need to keep renewing the subscription of our products and solutions on a timely basis in order to receive uninterrupted service from us.
