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Bangalore-based Wipro Infotech is trying to grow its pie in the market with
active channel support. The company is getting aggressive on the channel front
by doubling their numbers and increasing the Star distributors in the country.
“Wipro Infotech is one of the pioneers to have channel network as early as
1987. Now we are just strengthening our channel network and trying to grow our
marketshare,” said Ashutosh Vaidya, VP - PC Division, Wipro Infotech.
Presently, channels contribute about 30 percent of the company's total
turnover.
According to DQ estimates, Wipro Infotech has sold 94,610 desktops (Super
Genius brand) and about 2,877 'Little Genius' laptops last year.
The company is planning to launch sustained programs such as: customer events
for demand generation; sales and support training for resellers (including their
workforce); warranty support and schemes; workshops/seminars for channels on how
to build solutions and address different target audience through various
value-proposition offerings; roadshows and regional channel meets and more.
“With all these initiatives, we are sure to address more than 1,000 channel
partners effectively and actively across the country. We will also increase the
number of 'star distributors' in the country to give a local flavor and
reach all those places where national distributors have limited presence,”
informed Vaidya.
The company is trying to form specialized teams within channels to address
individual product lines such as: desktops, notebooks and servers, more
effectively. Home, SOHO, SMB and educational segments will be addressed through
resellers, while corporate and enterprise businesses are being handled directly
by the company.
S Gopikrishna Page(s) 1
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