CRN Network, July 28, 2009, 1400 hrs
APW President Systems, the company that specializes in providing rack solutions, is making a forceful bid to capture a larger mindshare of channels.
“We have 135 authorized partners in India at present, and plan to add another 100 this year. We are looking to expand our relationship with channel partners with a focus on systems integration, or, in some areas, VARs who can take on specific product lines or offer extended solutions,” said S Venkatraman, VP, Enclosure Solutions & Technical Services, APW President.
The company has embarked on multi-city seminars to expand its channel network. Over the next quarter APW will conduct channel road-shows in Mumbai, Bengaluru, Chennai, Kolkata, Delhi, Pune and Hyderabad.
“We have also designed a specific partner program aimed at addressing the two major challenges of product availability on demand and technical skills,” Venkatraman informed. “We have minimized these pain-points by ensuring ready availability of even high-end products backed by comprehensive spot demonstrations and training. Our focus is on optimal stocking, technical support, and training.”
APW has also evolved a multi-vendor strategy to offer integrated solutions. Called the Power of Seven, the technology partnership program includes vendors such as Avocent, Austin Hughes, Unite Technologies, GDCM, Eaton and Uniflair.
Explained Venkatraman, “With the rapidly changing IT environment, data center projects are becoming very complex. No single vendor can offer the full range of soft resources, hard tools and integrated solution needed for implementing the right infrastructure. The Power of Seven alliance will allow us to provide support and advisory help to customers from an early stage of the planning cycle.”
APW President estimates the rack solutions market to be worth around Rs 600 crore, and growing at 33 percent per year. |