We have built a strong partner and customer pipeline across govt, enterprise verticals, says Suresh Kewelramani of EverestIMS

0
Suresh Kewelramani, Director - Sales, EverestIMS Technologies, India

Having already established a robust channel partner community in the past few months, EverestIMS has ambitious plans for 2020, including focused expansion in Tier-2 and Tier-3 markets of India and launch of new products. Suresh Kewelramani, Director – Sales at EverestIMS Technologies, India, reveals more details

What are the key differentiators that make EverestIMS distinctive in the market?
EverestIMS follows different channel ideologies for different market regions. Implementation of go-to-market strategy in delivering our products is a key factor to achieve a competitive advantage. We always strive to bring innovation, integrated and customer specific features to our products to match the current and future industry requirements. On time delivery and deployment of software at client’s location, incredible technical support team with rich knowledge on technology and 24×7 ‘ready-to-assist’ attitude in serving the customer are the key growth factors for Everest. We also provide a focused training program to our partners – Everest Partner Program (EPP).

What are the benefits reaped by channel partners with EPP?
EverestIMS sales are completely channel-driven. To accelerate sales figures in the current competitive market, we have introduced this program. Through EPP, partners would be able to skill themselves on the solutions offered to customers. It is crucial because, these are the talking points which help them to convert and close the deal.

Under EPP, partners benefit from free product trainings – both sales and pre-sales; partner conference programs; marketing strategies including co-branded campaigns, focused vertical driven use case collaterals. Moreover, Quota Partners get backend rebates; all sales individuals of quota carrying partners are eligible for incentives on deal closures. We also offer deal protection for partners wherein exclusivity in some opportunities is extended.

Please mention any big achievements for the company in 2018
Everest, after becoming an individual entity, started focusing on increasing the brand visibility across the IMS segment. We have started our operations/services in Hyderabad and Mumbai market. We have launched Everest IMS 5.0, a unified platform to effectively map, manage and monitor the IT infrastructure. EverestIMS has successfully started a joint venture with partners to cater and reach the untapped regions of the market. We have also made new customer addition to Everest’s clientele from the banking and telecom sectors. Additionally, we have introduced a Quota Program for partners to benefit them in terms of achievements in bank end rebate, sales representative incentives, etc.

What was the reason to go private; and how has been the product acceptance in the market after becoming an individual entity?
The reason to go private is that we are the only product entity within a large telecommunications sector. A product company has a different DNA than telcos. Also, Everest’s ambitions to grow in terms of market reach are very high; therefore, we want to play at a global scale and not limit ourselves to the Asian market. The added advantage for Everest is that we already have a strong customer database across the globe. Thus, the product acceptance was not disturbed. However, the decision we have taken for this year is to make our presence in the cities and verticals where we are not present. With the help of our channel ecosystem, we are planning to penetrate into Tier-2 and Tier-3 cities.

How popular is EverestIMS in the Indian telco industry?
Everest is a name that customers in the agent spectrum are very familiar with. Some of the large telcos of India are using our solution. We are pioneers in managing 10,000 to 100,000 devices for each of these telcos. Not only are our solutions simple in terms of monitoring and management, but also complex for them in bringing in IoT as a platform for telcos. Everest plays a crucial role in completely unifying the infrastructure of the customer – including IT and non-IT. Thus, Everest is a renowned name in India’s telecom industry.

What are the highlighted developments in the channel space? How channel contributes to Everest’s growth?
In the past few months, we have built a strong partner pipeline and customer pipeline across government and enterprise verticals. We also cracked into verticals like real estate, hospitality, BFSI, ITeS, large PSUs and managed services with the help of our channel ecosystem. In November 2017, we appointed TechKnowLogic as our national distributor, which comes with years of experience in selling similar technology. Channel partners have a significant role in growing our business. They contribute to approximately 40 per cent of overall revenue of the company.

What is your roadmap and expansion plans for 2020?
Plans are on the table to tap upcountry market regions like Tier-2 and Tier-3 in India; making our presence in the Middle East and South East Asian countries by appointing a distributor in the respective regions; catering solutions and services to South East Asian and GCC countries. We also have plans to launch new products – Everest Service Management and NCCM. Additionally, we are planning the introduction of ML and intelligent IMS and SM systems, alongside plans to announce Everest Service Partner Program for the commercial market.