Maintaining good relations with channel is key to success

Intro: Gajshield Infotech, security Solution Company started its operation in 2002 and is the first Indian Firewall Product company to have earned ICSA Labs Firewall Certification Criteria 4.1. The channel focus company has developed a case locking mechanism for safeguarding the efforts of channel partners. In conversation with Bhawna Satsangi, Ishaq Patel, Regional Manager, West and South, Gajshield Infotech tells about their approach to channel partners.

Kindly throw light on Gajshield India Channel Policies. Are these policies same for Pan India or differs regionally?

We are an Indian company and believe in doing business with channels. We are a channel oriented company and channels play an integral part in our business. Empowering them as technology partner for customers to push our products in the market is the focus of our company. Our policy is to build more channel centric solutions through technology and innovations. The policies are same for pan India. When we get a channel partner on board we give them technical knowledge and certified them as engineers so they act as a consultant on behalf of our company.

How many channel partners who have in southern region. Which partners are doing excellent in your region?

As a Regional Manager West and South, I take care of both the centers besides Maharashtra, MP, and UP. In Maharashtra we have close to 28 partners from Mumbai and Pune. We are penetrating and adding more partners in Kolhapur, Satara, Nagpur, Nasik and Aurangabad. In South we are trying to increase our numbers in channel partners. At present there are 80-100 partners in Southern region and they are targeting SMB, mid market customer. Among the prominent partners who are close to 23, Textronics is doing very good business in South region. In the West region we have 86 channel partners at present.

How do you grade your interaction level with the channel community?

We are having very good equation with the channel partners in West and North region but we still have to develop more relationship in Southern region of the country. Since there is a gap between us and partners so the interaction level is slow but we are trying to bridge the gap between us and partners while trying to engage with them on every occasion.

What kind of initiative do you personally take in order to safeguard the interest of channel partners?

We have developed a case locking mechanism through which we make sure that our partners’ efforts are secure with the particular deal. We give them good margins in every deal and try to resolve the pain areas of the partners.

What are your personal strengths and how are these helping you become a better channel manager?

I am working in this field from past 11 years and have developed good relations with partners. They know me very well. Relationship marketing is my core strength in the industry at the moment. Channel Partners have come up to me due to my relationship with them.

Who are some of the big channel partners that you always work with?

Astec Infotech, Pentagon Systems, S.M. Network, One Network, Comnet Solutions, In-Link Network, High Tech Network, Ricoh are some of the partners we are working with.

Please share some of your learning while working with channel community?

While working with channel community you have to be a quick learner, you have to be adaptive, so whatever the changes occur you adapt them quickly. You have to be updated on your knowledge, active on social platform to develop relationship, and call for the healthy margins to channel community.

Where do you see yourself two years from now?

I will be heading the sales division after two and half years of being serving as Regional Manager. I have upgraded myself from South to West and cover half of India so in another one year I can head India Channel sales.