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Channel Matters Blog > November 2012 > Focus on India for growth

Focus on India for growth

by Geoff Wright
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India is a powerhouse of economic growth that is growing in importance for all vendors and manufacturers. Covering this growth-market opportunity is receiving increased focus in global channel programs, plans and channel enablement investment. But India has its own unique culture and environment that proves challenging for many Western vendors, so a strong partner with proven local understanding is important.

Foreign vendors face special problems due to India's huge geographic size and the large number of partners, especially in non-metropolitan areas; communicating channel programs and training partners is a big challenge and most vendors rely heavily on the sales teams of Distribution Partners. Indeed, many vendor channel sales people are themselves recruited out of national level distributors, and while these channel sales people have experience fulfilling market demand they tend to lack knowledge and experience in demand creation and channel programs and promotions.

Channel sales training in India must be localized to take into account an often complex channel structure and stay focused on meeting the needs of the end-user customer.

Channel Enablers has partnered with Business SALT Consulting to deliver localized Channel solutions to the region. Business SALT is the Miller Heiman distribution partner for the Indian subcontinent and has already proven its ability to deliver and manage the entire Miller Heiman range of sales practice and process training products. Business SALT'S dedicated team consists of consultants with more than 20 years Profit Centre Management experience in multiple industries, giving them unique insight into how to grow revenue and satisfy customers in India.

With an in depth understanding of the market and the challenges faced by sales teams Business SALT is able to help vendors enable their channel sales team to select partners who are best suited to each stage of the product lifecycle, and train vendor channel sales people to enable, measure and manage channel partners and implement customer focused channel programs.

anand-vardhanAnand Vardhan leads Business SALT's channel sales practice in India. He has more than two decades of experience managing large sales teams and branch networks, and setting up and managing distribution channels. Anand has previously held senior sales executive positions in multinational IT companies and Distributors with a pan-India presence, his considerable experience as a sales leader provides him a deep understanding of sales and channel enablement programs in India. His depth of experience and his keen interest in training and human behavior helps him understand the challenges & expectations of sales people in India.

If you need help implementing your channel program or developing your channel sales team in the region reach out to Anand at : anand.vardhan@business-salt.com , or call him on +91-9987095280

Last modified on 6/30/2013 10:11:17 PM
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