40% of ManageEngine’s revenue is driven through its channel partners
By MYBRANDBOOK
Arun Kumar J, Regional director, ManageEngine, Zoho Corporation
“ManageEngine provides a comprehensive suite of products for enterprises to manage their IT infrastructure, which includes IT service management, IT operations management, unified endpoint management, log management and SIEM, Active Directory management, and analytics. With more than 40% of our revenue driven through our channel partners, it's important that our partners carry the right technical capabilities and domain expertise so that they deliver value to our customers by understanding their infrastructure challenges, positioning the right products, and helping them implement our solutions to meet their business requirements.
We work with transactional partners as the opportunities arise, and our partner programmes focus on working more with value-added-partners by engaging strategically with them and their products, ensuring they are certified, and developing joint go-to market strategies to drive business growth. We maintain a close community forum between our partners and product management to discuss the product roadmap, technology, and market trends. We also make sure our partners undergo periodic training sessions, which is another channel for both sides to exchange feedback.
Our partner program is based on an effort versus reward model so that partners with expertise with our products and this tech sector are compensated appropriately. We have established a deal-registration mechanism to ensure our partners are protected as they engage in opportunities in their respective markets. In addition, we have designed a market development funds (MDF) program for partners that creates awareness and lead-generation activities on their behalf.”
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