| Cincom, which delivers software and services to simplify complex business processes, is fixed on adopting the channel route. The global software provider has signed ASM Technologies as its first channel partner in India to resell Cincom's Quote-to-Order(QTO) offerings. “We are open to aligning with more channel partners to tap the widespread SMB market. We wish to encompass around four or five partners each in western, southern and northern India within a year. We will later explore the eastern Indian market,” said Pantulu Avasarala, Director, Cincom Development Center, Cincom Systems India. To address the huge geographical expanse of the SMB market, the company has decided to adopt the channel route instead of its popular direct model. “Our partner ASM will strengthen its product portfolio and help offer richer breadth of offerings to its ever-increasing list of customers propelling our QTO offerings for complex manufacturing verticals. The other offering, the ‘Call Center Solution’, that targets brokerage, healthcare and insurance for enterprises, will be offered to SMBs through partners,” he said. Pursuing a ‘direct-to-user’ model, Cincom has empowered many clients worldwide to outperform the competition by providing ways to increase revenue, control cost, minimize risk, and achieve rapid ROI. India is one of the first countries where Cincom has decided to leverage the technical expertise of the channels, he said. Detailing the channel strategy, Avasarala revealed, “We are looking to appoint service providers as our partners, who have excellent knowledge to showcase the value of our products to the customers. Operating in niche software offerings space, we will initially appoint partners vertical-wise for effective market penetration and channel profitability.” To lure the SMBs, Cincom, apart from license model, will also pursue revenues-based, subscription- based and hosting-based options through partners. “Our SMB offerings are scaled-down versions of enterprise offerings that enable SMBs to scale up as their organizational activities increase in the future,” he added. Cincom's QTO Product consists of knowledge-based applications covering product configuration, sales configuration, estimating & bidding, quote management, knowledge-based application studio and enterprise integration with existing back- end ERPs,” said Avasarala. Cincom will continue to sell directly to large enterpises. Revealing the next product line for Indian markets, he said, “We are launching ‘Business Intelligence ‘solutions by next month for SMB verticals like manufacturing, insurance, healthcare and finance. The documentation management is a growing market. We plan to offer first-of-its-kind ‘Document Generation’ solution in the second half of the next year, which would lead to mass generation of customized documents depending on the needs of an enterprise.”At present, almost 80 percent of India revenues emerge from enterprises for Cincom. “With a sizeable number of potential partners within the next few months, we intend to change the landscape. We expect the ratio balancing at 50:50 for enterprises to SMBs within the next couple of years,” said Avasarala. This article is originally published at: http://channelworld.in/news/index.jsp/artId=5636427 |
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