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Stuart Fisher believes that the market situation in India is ideal for
technologies like data management, business intelligence and information
mobility, and is set to maximize on the opportunities there of
What are your expansion plans for India?
We have reorganized ourselves to build a strong channel structure by getting
on board system integrators (SIs), independent software vendors, value added
resellers and consulting partners so
that we can put together joint solutions that can be taken to the market in a
more focused manner. We are looking at building a solution-centric partner
matrix to enable us to grow better. We are
also working towards developing Centers of Excellence with large SIs and a SI
target team owning the product line.
This apart, we are working with tier-2 partners and looking to form a core
competency for the solution offering instead of running just with our entire
stack. We are also looking at building resources in India in the form of
employing more people, and thus acquire the best of talent which would further
help in the positive growth of the organization.
What are your plans for your channel partners?
We have a clear road map defined for our partners. We would continue our
commitment to support our select key partners who understand our vision and
provide them with optimum support in terms of resource up-skill, enablement,
marketing and technical support. We will work together with all our partners and
see how best we can help them maximize on the growth opportunities in the
market.
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Stuart Fisher
Director-APAC Channel Sales and Alliances, Sybase |
Which key customer verticals are currently giving you maximum business?
We have a leading presence in banking, financial services,
telecommunications, government, transportation, logistics and services. Going
forward, we would be focusing on growing markets in retail, pharma and SMBs all
of which promise us rapid growth here in India.
What kind of growth potential do you foresee in India?
The current market situation here is ideal for the technologies that we are
looking at. Our key focus in India would be in the verticals of data management,
business intelligence and information mobility. In fact, over the last one year,
we have seen tremendous traction in the information mobility segment, both with
end customers as well as partners. Partners include both SIs as well and tier-2
partners who are keen to grow with us.
What new technologies and trends can we expect from you in information
mobility space?
We have mobile development, deployment, device management and security
solutions that can meet the customer needs in both the scenarios, and this would
be a good growth opportunity for partners to grow with. Our Sybase iAnywhere and
Sybase 365 stacks are comprehensive solutions that can meet most customer
requirements, be it B2B or B2C.
What would your key responsibilities at Sybase include?
This is a challenging role for me. Based in Singapore, I will head Sybase's
channel and alliances teams across the Asia-Pacific region. I will work with
each of the GMs and Country Managers across the region to develop strategies,
programs and initiatives designed to drive incremental revenue through our
partner community. At Sybase, we see our partners as an extension of our
existing sales team and our goal is to become the vendor of choice for the
Asia-Pacific partner community. As part of our company policy, we want to expand
support to our network of partners across the region.
SUBBALAKSHMI BM
dqc@cybermedia.co.in Page(s) 1
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