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NEC India gets aggressive with channelengagement program

26 Jul 2013, Rachna Garga, DQ-Channels

NEC India rolled out a new channel engagement initiative with select 150 tier 2 channel partners. This willempower channels with a holistic approach to offer IT and networking solution to SMB customers to meet their

display, communication and security needs.

The select partners will work closely with NEC team and submit a business plan within the business framework

and targeted client lists. Within the scope of an MOU which will be signed with partners, NEC India will providesales, marketing and technical support to these partners while the logistics and billing will be routed thru tier 1

partners. On a monthly basis - methodology will be developed to forecast and review business, help lock

opportunities and ensure profitability is protected and business is committed to these tier 2 partners.

Highlighting the initiative undertaken, Zubair Alam, country head, NEC India commented, "To empower the

partner ecosystem to deliver solutions more effectively, NEC India is committed to training and authorising their

partners who share our passion and vision of empowering by innovation. Designed to bring greater depth and

breadth into the existing partner ecosystem and to cultivate new relationships, this is a new initiative for partner

empowerment. With this vision in mind, our go-to-market strategy aims to strengthen and enable our partner

ecosystem to deliver these solutions more effectively."

While engaging in a mutually beneficial relationship with its channel partners, NEC will aim for 40% growth this

year and continue focus on high growth verticals - hospitality, telecom, government, education, healthcare and

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BFSI.

This year, NEC is organising its 4 day Partner Conference in Tokyo with a select group of 60 partners. The

partners will be go through a familiarisation programme, a factory visit, visit to Innovation centre, interact with

global senior management team. The conference is held every 6 months and aims to celebrate and commend

performance of its partners, share success stories, incentive schemes and outline its business roadmap.

To manage this initiative, NEC India Enterprise group has a new Distribution functional team which will cut

across various BU's namely- Private Network Solutions, Multimedia Solutions, IT Platform and Retail Solutions.

A lead gen engine using social media, online and telecalling has been put in place to reach out to a targeted

database of customers. Through the year partner meets, roadshows, incentive programmes, training webinars ,partner connect communiqué will be undertaken.

In the first leg of the initiative, 20 partners will be signed by Sept'13, upto 50 till December'13 and another 100

before March'14.

To make this initiative work effectively, NEC India Enterprise group has a new Distribution functional team

which will cut across various BU's namely- Private Network Solutions, MMPG ( Multimedia Products Group),

IT Platform and Retail.

NEC India has moved from 4 National Distributors last year to 10 National Distributors, this year. For the

Private Network Solutions - Enkay, Syntel, Avaya Global Connect and Cadence Worth. Multimedia productswith Neoteric, Solutions India, Third wave and Shibacom. IT Products is with Comnet Vision and POSSolutions for its Retail product line.

NEC India, a wholly owned subsidiary of NEC Corporation, was established in India in August 2006. It hasgained pan India presence across 50 cities and maintaining around 750 channel partners through nationaldistributors, while increasing the number of system integrators to address the needs of large enterprises across

verticals.

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