Numeric introduces channel stratification programs

Sethuraman N R

Chennai

October 24th, 2007

Chennai based UPS manufacturer Numeric Power systems has introduced new
channel stratification programs for its active channel partners to encourage
them to have a bilateral growth. While explaining the stratification plans, S
Srinivasan, Executive director- sales and marketing, Numeric Power Systems said,
"We earn 12-13 percentage of our revenue through our channels and for the
last few years we have been working with channels that contribute a good amount
to our business. In order to leverage on that we have come out with channel
stratification programs where we would be listing our partners in the platinum,
gold and silver categories according to their performance irrespective of which
tier base they belong to."

The stratification is completely based on performance and the reward for each
category would be given accordingly. "We would be identifying the right
partner and sign a contract with them. According to their performance we will
assess them and list them in a particular category where we reimburse them. The
feedback for the program has been really encouraging and 600 partners have been
signed for this program," Srinivasan informed.

Apart from this strategic program Numeric will conduct a channel related
program called 'sell and gain' where every month the winner would be provided
with foreign trips. "We would be constantly assessing the channel partners'
contribution and reward them with various exciting gifts. Last year 15 of our
partners were provided foreign trips and around 100 received gold coins for
their performance. This is a monthly offer," Srinivasan said.

Numeric is also set to expand its active channel base from 1200 to 2000 by
this year-end. Srinivasan claimed Numeric already has 1500-1800 partners in
which around 1200 are very active. "Our Channel has been doing a phenomenal
job for us and we want to increase our channel base. We are expecting to have
about 2000 active partners by this year-end, which will take our channel
partners count to around 2800," he added.

Srinivasan further said, "We have been constantly involved in educating
our partners through various training and education programs, which gives them
confidence and a huge junk of business comes through that way for us. We have
205 service centers across India, which we feel is our biggest strength."

"Banks are our core area of deployment and government too is not a less
contributor to our business as we do get more offers from various e-governance
and e-seva projects, " he added.

Speaking on the launch of the inverters from Numeric, Srinivasan said,
"Initially there were few hiccups when we launched it and now we are
revisiting the product portfolio and we would be able to cater for all segments
in the very near future."

As for the road ahead, Numeric is planning to come out with new programs and
festival offers for this OND and will increase the channel partner list and also
service revenue.