A differentiator partners can have in these challenging times is a strong technical team with product and domain knowledge . This allows partners to demonstrate a value proposition says VINAYAK SREEDHAR .

Vinayak Sreedhar , Regional Director ANZ , ManageEngine

Describe your current job role and a summary of the business model of your organisation ?

Currently , Vinayak heads ANZ sales , channel management , and business development for the ManageEngine suite of products . ManageEngine offers more than 60 enterprise IT management tools to help organisations manage all IT operations , including networks , servers , applications , service desk , Active Directory , security , desktops , and mobile devices .

The business model is simple wherein the end customer can sign-up or download if it ’ s an on-premises product they desire , and evaluate the full-blown version of the product . Customers are free to purchase either directly or via the channel partners .

What are your strengths and abilities that you bring to the above role ?

Since Vinayak has been working with ManageEngine ’ s suite of products for close to 15 years , he has a strong understanding of the product portfolio . He has also had the opportunity to work in different regions globally and with a wide range of channel partners and system integrators . This experience is a great benefit in his current role . opportunity for partners to grow their revenue with customers .

How can a channel partner disrupt the regional market and gain a leading competitive position ?

The key differentiator a partner can have in these challenging times is a strong technical team with sound product and domain knowledge . This allows partners to demonstrate a strong value proposition to clients .

Which aspects of your job role do you find rewarding and which challenging ?

Vinayak finds building teams and markets from scratch and then growing them into multi-million-dollar revenue streams incredibly rewarding . A challenging aspect of the role is the travel involved to cover the ANZ market and meet ManageEngine customers , prospects , channel partners , managed service providers , and distributors .

How do you best like to de-stress and re-charge outside work ?

Vinayak spends most of his time outside work with his family . With two young children , it is a handful . •

Please describe the opportunities and challenges that exist for channel partners in your market ?

ManageEngine works very closely with channel partners in the region , onboarding partners on the sales and technical fronts , working with them on a go-to-market strategy based on their focus areas , and supporting them as they grow their business . As ManageEngine has a broad portfolio with more than 60 products , there is enormous

The key differentiator a partner can have in these challenging times is a strong technical team with sound product and domain knowledge .

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