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HP's Procurve Networking, is all set to expand its India presence. Having
been in the market for the last two years through a distributor, ProCurve is now
attempting a direct presence in the country through a well-defined channel
network. According to Amol Mitra, Director worldwide-Product Marketing,
ProCurve Networking, HP, “Australia, China, Japan and India are the tier one
markets for our products in Asia Pacific. As a hundred percent channel oriented
company, we believe that in order to maximize the India opportunity, we need to
strengthen our channel base here. We would therefore be recruiting channel
partners across the country who would help us reach out to our customers more
effectively.”
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| Amol Mitra, Director
Worldwide- Product Marketing, ProCurve Networking, HP |
As part of its partner recruitment and channel expansion strategy, procurve
would first appoint partners in all the metros besides Bangalore, Hyderabad and
poona. Once the metros are covered, the company would look to expanding into the
tier two and tier three cities in India, Mitra indicated. The channel model in
India for procurve would be similar to its global strategy of a two tier channel
model of distributors and their partners, said Mitra while adding that the
company currently operates in India through two distributors SES Technologies
and Ingram Micro along with about 22 channel partners, mostly SIs.
“Typically we are looking to recruit partners who have expertise in the
networking space and who would be able to deliver a very high level of service.
Therefore we would be very selective as regards our sign ups,” Mitra said,
indicating that procurve would train its partners on a regular basis so that
they stay well ahead of the competition and address user demand effectively. As
far as target verticals are concerned, procurve would look at education, public
sector, financial institutions and manufacturing besides upcoming verticals of
healthcare and hospitality.
With the CAGR of networking market in India standing at 35.9 percent and HP
ProCurve standing second in the worldwide LAN switch market at 8.39 percent, the
company is confident that it would shorten it gap with world leader Cisco very
soon.
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