FVC creates unit to address channel development

Guru Prasad to lead new group focused on managing reseller growth

Tags: FVC - First Video Communications IncorporationPolycom IncorporationRiverbed Technology IncorporatedTippingPoint Technologies IncorporationUnited Arab Emirates
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FVC creates unit to address channel development Guru Prasad is now FVC’s manager for channel development and strategic alliances. (ITP Images)
By  Andrew Seymour Published  January 31, 2010

Emerging technologies distributor FVC has created a new unit to specifically look after channel development activities and strategic alliances.

The unit is being headed by Guru Prasad, who was previously running FVC's networking business.

KS Parag, managing director at Dubai-based FVC, said the move reflects the increasingly important role of channel development and empowerment in value added distribution today.

"This unit is the key driver to make sure that we develop a high-powered partner network, which is certified, trained and qualified - not only to sell the different technologies but to actually take care of the first-line support and provide the consultative role that is required," he explained.

"Whenever you promote a leading-edge technology you need this consultative approach of actually positioning a product. We are very keen in terms of channel development and see it as one of the main areas we would like to improve upon in 2010," said Parag.

Although FVC has been providing channel development services up to now, the establishment of a dedicated division is designed to make the function more formal. The unit will address both vendor and reseller relationships, said Parag.

"It will map the vendor's channel strategy and make sure that is executed through FVC. Given the requirement to grow it is very important that we have the right partnerships at a channel level to drive it together," he added.

The channel development team will initially contain three members, but the company, which is a distributor for brands such as Polycom, TippingPoint and Riverbed, is confident of eventually expanding it so that resources are based locally in markets where it has a sales office.

Meanwhile, the networking unit that Prasad was previously in charge of has been combined with FVC's unified communications business under the management of Prakash Krishnamurthy.

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