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Emerson has evolved a new go-to-market strategy to develop industry-specific solutions and partner expertise with its newly-formed network solution partner (NSP) network.
Said Ankesh Kumar, Senior Manager, Channel Products, Emerson Network Power India, “We started this initiative a month back. It is a subset of our NSP program, and a part of our new strategy to move away from products to solutions selling.”
Emerson has identified 14 industry verticals to focus on—retail, government, education, media, IT & ITES, telecom, manufacturing, real estate, infrastructure, BFSI, power, healthcare and FMCG. Of these, nine verticals will be addressed by NSPs, while verticals like oil & gas will be addressed directly by Emerson.
Kumar informed, “We will profile each partner and segregate them based on their expertise and understanding of a particular vertical. We will then help them to develop customized solutions for each of these verticals using our vast portfolio of UPSs, racks and cooling products. The three products will remain common for all verticals, but the design and architecture will be different for each vertical based on its requirements.”
The company has already identified partners for telecom, government and education. “Finding partners with industry expertise is a difficult task, and it will take a couple of months before we identify partners for all the verticals. Once we align them with specific industry verticals we will train and certify them. Moreover, with these partners, we will be able tap into the B- and C- class cities,” said Kumar. The company has not yet decided on the number of partners it will assign for each vertical.
Currently, the vendor works with 30 NSPs, and plans to increase this to 50.” |