Close on the heels of launching its double conversion online UPS, Powerware 9155 aimed at protecting critical systems, Eaton Power is all set to increase its channel partner presence in the Indian region. With a two-pronged strategy of aligning service with sales, the company is looking forward to having an exclusive partner network of about 70 focused players selling its products in the Indian market.

“We are experiencing this trend where people are moving away from standard to networked UPS. The reason is simple – the more the UPS systems, the larger is the management needed to overlook the equipment. Riding on this trend we are going to expand our business in untapped parts of the country by increasing our partner network from a present 48 partners to about 70 by the end of this year,” informed, Deepak Sharma, MD, Eaton Power Quality.

Elaborating on the kind of partners the company is looking for, Deepak said that Eaton differentiates in terms of imparting value to its channel partners by giving them training, which then helps its partners on the service front. “We have always believed in helping our partners move up the value chain – service is one of the most important factors towards achieving this. So we make sure that service and sales efforts are provided by a single partner for us. Certainly this approach is profitable for partners in the long run,” he added.

With 30% of its revenue coming from the channel business, the company is looking forward to growing the channel business by 50% this year. “We have three divisions-channel sales contributing 30%, enterprise sales contributing 40% and telecom solution business contributing 30% to our annual revenue. With the expansion in channel partners and introduction of new products, we expect to increase the channel business contribution by 50% cent,” Deepak explained.

ZIA ASKARI 
NEW DELHI

Page(s)   1