We want to build a solution-centric partner matrix

What are your expansion plans for India?
We have reorganized ourselves to build a strong channel structure by getting
on board system integrators (SIs), independent software vendors, value added
resellers, and consulting partners, so that we can put together joint solutions
that can be taken to the market in a more focused manner. We are looking at
building a solution-centric partner matrix to enable us to grow better. We are
also working toward developing centers of excellence with large SIs and a SI
target team owning the product line. This apart, we are working with tier-2
partners and looking to form a core competency for solution offering instead of
running with our entire stack.

What are your plans for channel partners?
We have a clear roadmap defined for our partners. We would continue our
commitment to support our select key partners who understand our vision and
provide them with optimum support in terms of resource up-skill, enablement,
marketing, and technical support

Louis Au Kwok-Leung, VP & GM, Asia Pacific &
Japan, HP ProCurve

Stuart Fisher,
director, APAC channel sales and alliances, Sybase

Which key verticals are currently giving you maximum business?
We have a leading presence in banking, financial services,
telecommunications, government, transportation, logistics, and services. Going
forward, we would be focusing on growing markets in retail, pharma, and SMBs,
all of which promise us rapid growth here in India

What kind of growth potential do you foresee in India?
The current market situation here is ideal for the technologies that we are
looking at. Our key focus in India would be in the verticals of data management,
business intelligence, and information mobility. In fact, over the last one
year, we have seen tremendous traction in the information mobility segment.

What new technologies and trends can we expect from you in the information
mobility space?
We have mobile development, deployment, device management and security
solutions that can meet customer needs in both the scenarios, and this would be
a good growth opportunity for partners. Our Sybase iAnywhere and Sybase 365
stacks are comprehensive solutions that can meet most customer requirements, be
it B2B or B2C.

Subbalakshmi BM

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