Adapt strengthens
channel presence By Priyanka
Bhattacharya Friday, August 05, 2005
With an aim to get 70 percent of
its business out of channel partners across the country, CRM
solution provider, Adapt Software India is in the process of
appointing around five new partners across the country.
Currently the company has appointed Delhi-based Communications
Media India Pvt Ltd as its value added reseller. This would be
Adapt’s second VAR in Delhi after Unique Infoways.
Talking about the company’s evolving channel strategy,
Ashish Kamotra, CEO, Adapt India said, “We have been in
operation for the last two years. Out of that one and a half
years were spent understanding the product requirement here
and the specific nature of our target customers in the SMB
segment. We also concentrated on building live customer sites.
It is only in the last three months that we have started sales
and marketing activities. We realized that while direct
selling gets revenue but to truly ride the growing SMB market,
we need a channel presence. We started our channel focus about
six months ago. By the end of this year we plan to get 70
percent of our business from channel and 30 percent directly.”
In fact the company has already a channel base in all
the major metros and is now looking at tier two and three
towns for value added resellers. The company has three levels
of channel partners. The lowest level is the referral
partners-basically business consultants; second level are the
Value Added Resellers who are solution providers and first
tier partners are the IT Services Providers, companies that
develop and sell their own solutions especially EREP to the
customers. “We will look to increase our VAR partner numbers
as they help in faster penetration of the market. Meanwhile we
will be more exact about choosing our tier one partner, as
these types of players represent us the way we want them to,”
added Kamotra.
In fact the company claims to have a
stringent process for partner selection as the their target
customer segment, SMB, is a very conservative IT buyer. “We
are looking for partners who understand ERP and CRM solutions
and know that it is much different from box pushing. They
should have exposure to long sales cycle and a strong service
support team. Besides they should also have a specialization
in customer verticals,” Kamotra informed. In fact he claims
that by partnering with Adapt, VARs and solution providers can
earn margins at various levels of the sales cycle including
product sales, implementation, services (customization
provided to the clients) and after sales support.
Some
of the verticals that Adapt is targeting include BFSI, Telco,
and manufacturing. To increase customer awareness about CRM,
Adapt is also conducting CRM seminars in 40 cities
countrywide. As the overall CRM market is expected to grow at
a CAGR of 40 percent by 2006, Kamotra is aiming to garner 5
percent of the market by 2007.
With an aim to get 70 percent of
its business out of channel partners across the country, CRM
solution provider, Adapt Software India is in the process of
appointing around five new partners across the country.
Currently the company has appointed Delhi-based Communications
Media India Pvt Ltd as its value added reseller. This would be
Adapt’s second VAR in Delhi after Unique Infoways.
