For Eaton, IT channel will have a bigger role to play this year

Shailendra Shukla, Director – Sales, Power Quality, Electrical Sector – India, Eaton

Shailendra Shukla, Director – Sales, Power Quality, Electrical Sector – India, Eaton, shares the company’s channel strategies for 2019

Key highlights 2018 and opportunities for 2019
We saw a strong market traction in 2018. Demand generation was largely driven by edge computing, digitalisation drive of government, healthcare diagnostic equipment, security and surveillance, server room suites and retrofit upgrades. We have also noticed an increased presence and adoption with the IT system integrators. During this period, Eaton has initiated several positive actions that included introduction of new solutions suited for IT application, training of the IT channel, backed up by comprehensive promotional schemes for the partners.

In the IT channel industry, we foresee continued demand for Power Management Solutions for 2019 by virtue of trends like edge computing, higher cloud adoption, especially hybrid cloud, increased digitisation in private and government space, Smart City drive and Internet of Things.

With increasing penetration of smartphone and content consumed over the smart phone, we foresee an overall growth in IT applications and services, which is likely to translate into growth opportunities for the IT channel. I believe that this year IT channel will have a big role to play and this will also enable them to expand their horizon of solution offerings.

Top technology trends for channel community
The top technology trends, which may potentially impact the channel community are – edge computing, cloud adoption (especially hybrid cloud), IoT and analytics and adoption of Li ion batteries.

Channel direction for partners
Eaton has been working closely with partners for mutual growth and we would continue to do so. We are continuously investing on channel enablement backed up by appropriate products and solutions. Some of the key directions for the coming year include solving customer needs and problems together with IT channel partners, application based solutions developed with the help of channel, creating additional brand awareness along with the channel, reaching out to smaller cities and towns through appropriate network and local solutions.


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