WebEx Communications is all set to launch an India partnership and alliance program to enhance its market reach in India. This strategy comes in the wake of a perceived increase in the maturity of the Indian market in
accepting the concepts of Internet-based collaboration tools.

KIRAN DATAR: Partnership strategy will add value to us as well as our partners

Kiran Datar, MD, WebEx Communication India, said, "Owing to mounting pricing pressures, WebEx has found that companies are increasingly looking at cheaper and faster ways of communication. They also see more value in bundled solutions rather than standalone services. Industries, which are adopting to audio/video and web conferencing solutions include IT/BPO (91 percent), pharma and biotech (73 percent), telecom (80 percent). We want to make use of this opportunity and tie-up with companies to jointly promote bundled solutions. This would also help us unlock hidden potential in until-now unexplored areas."

Through the partnership initiative, WebEx is looking at tie-ups with companies in India specifically for its training center, meeting center and remote support and system management solutions. WebEx is targeting companies offering FM services, managed services as well as system integrators and training institutes for this program. The partnership and alliance program will run parallel with the company's direct sales channel. WebEx has already tied up with CMC for the systems management solution.

"Partnering with the channel would give us a key advantage of getting into those market segments where we have until now not been. With new web conferencing technologies emerging by the day and new clients adopting to them, we have an entire new market to address now. Integrating with partners at various levels would help us effectively reach there. As far as or partnership strategy goes, we are looking at partnerships which would add value to us as well as our partners," Datar added.

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