Rohit Datta, Director – Channel Business, India & SAARC, Delta, shares the company’s channel strategies for 2019
Key highlights 2018 and opportunities for 2019
The security and surveillance industry will continue to grow in 2019. The government initiatives like Smart City projects and GeM have triggered a huge demand for security hardware such as CCTV cameras, storage, and solutions. Indian video surveillance market is projected to grow at a CAGR of 16.4 per cent during 2018-2024. Security is the next growth destination.
There is also an increase in the use of online UPS systems in residential applications, as homeowners want to protect their sensitive electronic and entertainment equipment from power outages and power quality issues.Another new niche market for UPS systems are broadcast stations and casinos, as more and more TV affiliates and cable stations broadcast digitally, they must protect both the power to broadcast, the quality of that power and the sensitive digital broadcasting equipment.
Top tech trends for channel community
Our channel business has grown by more than 50 per cent, we have billed to more than 250 partners. We have done 77 per cent business through run rate partners and 23 per cent business through project partners, whom we called system integrators.
Channel directions for partners
Up to 40 KVA sales and service through channel partners only, market dynamics has changed from 20 KVA to 120 KVA for the organised sector so we have opened up to 120 KVA sales and installation for our loyal authorised certified partners.
We are a strong believer in channels, and we have tasted the success of the channel in our industrial automation business. The core message to our existing and new partners is that Delta is a very open and flexible power brand. We have a highly motivated channel team. We are getting more competition partners into our fold. Today every business is becoming critical and digitized. Hence, every organization needs to operate all the time which in turn demands a reliable and strong power back up a solution.