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Tech Pac to focus on upcountry markets

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CIOL Bureau
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BANGKOK: Addressing a channel community of about 300 partners under the company's annual meet called Fortune 100, Tech Pacific India has announced that this year’s focus would be to concentrate on upcountry markets and to enable partners to foray into the solutions domain. To this end, the company itself would increase its presence into smaller towns and provide training to its partners to move up the value chain.



The focus on enabling partners to provide more value added services had been initiated over the last year and a half when the company started its value added services division, which is picking up momentum now. In addition to training its partners, Tech Pac has also set up a Tech Center that would provide guidance to partners. It also plans to set up a call center soon to help partners with its day to day problems.



Tech Pac feels that the upcountry markets provide a huge opportunity, which has been lying untapped. During the last couple of months the company has added around six branch offices which are in the interior places to support service partners in smaller towns and cities with more information and logistics.



Said K Jaishankar, CEO, Tech Pacific India Ltd., "We plan to upgrade the office in Guwahati to a full scale branch this month. The sales from that center amount to more than Rs 2 crore per month which is not a small amount." Tech Pacific would now expand from B and C category towns to smaller E and F category towns where the computer boom is still to begin. The company has a full fledged e-commerce site from where partners can order inventory and trace its shipment. This has been done as a measure to move closer to the partners in far off places.



Explaining the reason about the company's new thrust on encouraging partners to move into service, Jaishankar said, "While the solutions domain till now has been dominated by the likes of Wipro, Tata Infotech, the channel community has till now been restricting its activities to box pushing where margins are small. In tough times, this takes a toll on the partners.



Besides, in many cases the distributor itself ends up competing with some partners sometimes when smaller players source



products from the distributor directly. Besides there is also a huge potential in providing solutions to the SMB segment who are now in their networking phase."



The dynamics of the channel community is fast evolving and in the interest of the community it is important



that they constantly upgrade their skills and move into more and more complex solutions. Fortune 100 is an annual event organized by the distributor since 1997. Originally the idea was conceived to accommodate only 100 partners and hence the name.



But gradually as Tech Pacific's partners increased, the event was extended to include more and more performing partners. Said, K Venkat, Executive VP of Tech Pacific, "By accommodating performing partners in all categories, we end up having some 300 partners in this year's event." Tech Pacific has a total base of over 6,000 partners.



The idea behind such an event is to provide a roadmap to the channel community about the company, its new products and initiatives so that they can expand their businesses. The event was addressed by vendors like Microsoft, Citrix, Samsung, HP, Kobian and Targus.



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