Unify Announces Transformation Into A Channel-Centric Organization
~Global go-to-market transition on track with 54 countries moved to channel-only sales; transition in APAC completed & key hires introduced in channel organization in India~
~More than 2,000 partners (including 30 in India) are now part of the programme globally; plans to expand to 60 partners from India in next 2 quarters~
During a highly collaborative event held under the banner “Engage, Evolve, Execute”, leading communication software and services firm Unify, this month, announced its transformation to a channel-centric organization. The company also underlined its continued commitment to growth through the channel. Updates on progress within the year, development plans and an innovation roadmap for the future were shared with over 50 partner-delegates who attended the event from across the country. Furthermore, delegates were offered the opportunity to develop their business with Unify.
Unify is one of the world’s leading communications software and services firms, providing integrated communications solutions for approximately 75 percent of the Fortune Global 500. The company’s transformation of direct business to indirect business in India is complete. Hundred per cent shares of Unify Enterprise Communications Pvt Ltd India has been acquired by Progility PLC UK, which is an AIM listed company based in London. Unify has created a distribution-and services focused organization to enable scaling-up rapidly and extending its reach globally and in India. Unify India will now have a 100% Channel-focused go-to-market
Unify is going to invest in India to drive growth through channel partners. For the next couple of quarters the company will invest in head counts for vertical focused solutions. Unify has solutions specific for the healthcare industry, emergency management solutions, financial trading solutions and communication enabled business solutions.
Commenting on the development Stephan Neumeier, Senior Vice President, APAC channels, said, “Unify has transitioned the entire business in APAC to channel and distributor-led sales only. In APAC, we expect to get 100% of our revenue through the channel. We can’t go back— our future depends upon the success of our partners and we are committed to working with them to stay ahead of the changes facing the technology market today to achieve real growth,
Dean Douglas, CEO, Unify said, “Unify’s success will be based upon our partner’s success—it’s a symbiotic relationship. Our goal is to augment our partners’ activities to drive increased business for Unify through them. We have very clear rules of engagement in place to ensure that we are doing all we can to help our partners execute and develop their businesses.”
Helping to drive Unify’s channel transformation is the new Unify Partner Program, which was launched on January 1, 2015. More than 2,000 partners are now part of the program globally. In India, the company has 30 partners and they plan to expand it to 60 in the next two quarters In a survey that was conducted prior to the Unify India Partner Conference, 91% of the company’s partners responded in the affirmative to the idea that they intend investing an equal sum, or more, with Unify in the next fiscal year. The Unify Partner Program rewards partners for expertise and specialization, helping to drive greater revenue streams and increase customer
satisfaction. It offers a straightforward framework providing profit predictability; attractive incentives for increased profits and return on investment; specialization level discounts to reward partners’ investment in Unify; improved differentiation to highlight partners’ expertise; and leverage their competitive advantage.
Unify has also enhanced its channel management team in India with one key hire, with deep channel experience. Shrenik Bhayani joined Unify from Avaya to take the role of Country Channel & Sales Head, India, with responsibility for strategic channel initiatives and business processes and tools for partners. Shrenik will be building his own team in India to support partners and drive growth.
Unify has collaborated with Beetel Teletech Limited, a subsidiary of Brightstar Corp., to serve as the value-added distributor for India & SAARC countries. Beetel is a leader in the manufacturing, distribution and sale of communication and media devices, enterprise solutions and IT products across a strong B2B distribution network in India with more than 500 distributors and partners, 10,000 retailers and 28 warehouses across the country.
Alok Shankar, C.E.O. Beetel Teletech Ltd. said, “I am confident about Unify solutions being the right fit for mid markets. I firmly believe that we will be able to grow the business pragmatically through our channel expertise in the B2B segment. Unify is investing in resources, demo gears and training programs to support the channel partners and propel the growth in India & SAARC regions.
Beetel’s parent company, Brightstar Corp., is the world’s largest specialized wireless distributor and a leader in innovation and diversified services for the wireless industry. Along with Brightstar, Beetel distributes the most popular global and local brands in mobile handsets and accessories throughout India.