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Sybase Software is planning to expand its partner network to target the fast growing SMB segment in India. The vendor has signed up Bengaluru-based Inflow as a national distributor for its analytics, database and mobility solutions.
“Most of our business is concentrated in Mumbai, Bengaluru and Delhi, with small offices in Pune and Chennai. We would like to expand our geographical reach and also bring in partners who can add value—both from a presales and post-sales perspective. Inflow is one such partner,” said Sunil Jose, Managing Director, Sybase Software, India and Subcontinent Region.
“Channel management, on-boarding, and business development with end customers are key areas where we will be adding value to Sybase,” said Byju Pillai, President and CEO, Inflow.
Sybase plans to build an ecosystem of around 50 active partners, of which 20 will be gold level partners and 30 will be silver level partners. “Currently, we have 15-16 active channel partners. Our channel model has evolved over the last six quarters, and quite a lot of our mobility and analytic solutions are channel driven today,” Jose added.
The software vendor is looking at partners with experience in implementing ERP, CRM and workflow tools for its database solutions and experience in building applications around mobility.
“Analytics and mobility are the two areas that will drive our growth in the future. Both these technology segments are on a maturity phase and one will witness increasing adoption of these in the near future, especially in the SMB segment. Partners will have an opportunity to provide support, implementation as well as customization for organizations adopting analytics and mobility,” said Jose.
According to him, verticals such as retail, pharmaceuticals, government, auto and manufacturing are emerging as sunrise markets for business analytics as they are now looking at a more structured approach to business intelligence. |