Unify Relying More On Indirect Sales In India

Unify, integrated communications solutions provider has decided to transformation its business operation from direct to indirect business in India. The company has started investing in building the channel and adding more resources to drive the channel business. Recently, it has appointed Beetel Teletech as the value-added distributor for India & SAARC countries for its solutions. Additionally, it has added channel management team in India with the appointment of Shrenik Bhayani as Country Channel & Sales Head, India.

At the recently held event under the banner “Engage, Evolve, Execute” in Goa, Unify announced its transformation to a channel-centric organization. Unify announced it 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.

The company’s transformation of direct business to indirect business in India is complete. Hundred per cent shares of Unify Enterprise Communications 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 strategy.

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, and success.”

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.

Alok Shankar, CEO Beetel Teletech Ltd. said, “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.”