In a talk with Dataquest, Chandu Ediga- Regional Head (South), Crayon Software talked about channel strategies and partner programs.
Q. What is your channel strategy?
A. Crayon Software wants to be identified as true Cloud distributor to our channel who will enable them fully in multi-cloud environment for business progress. Our channel ecosystem consists of ISV’s, SI’s, solution partners and born in the cloud partners. We deliver non-conflicting business value proposition built on true partnership. Crayon and partners go to market together helping them in presales, license/cloud optimization and the partner takes care of implementation and service delivery. We want to grow our cloud revenue by 10x and partner recruitments by 5x towards the end of 2019.
Q. What are your existing channel partner programs?
A. We address the needs of our channel partner in a holistic way with our strong Digital assets- Cloud IQ, SAM IQ, Partner IQ, and Cloud desk. Our channel engagement approach is pivoted on 3 pillars.
- Build with – Training programs, technology workshops, Boot camps to build skills for our Partner ecosystem.
- Sell with – Presales support, POC’s and Joint sales engagement for closures.
- Go to market with – P2P Connect, Access to the Entire Crayon sales team, and to Global Markets through Crayon Subsidiaries.
Q. Which are the verticals growing more? Which regions are you targeting now?
A. We see the major adoption of cloud services and technologies in Start-ups, Retail, IT- ITES, Media, Healthcare and Manufacturing. Talking about the region for India market, our focus is on Bangalore, Chennai, Hyderabad and Cochin for Deeper engagement; upcountry market like Calicut, Mysore, Mangalore, Coimbatore, Vizag through breadth partner outreach.
Q. Which training programs are mandatory for channel partners?
A. We conduct regular training Programs. Partners can pick and choose from the bouquet of training programs as per the partner focus areas and also on the customer space that partner addresses.
By Ankit Parashar