The backbone of our network was formed

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.S.: The question is as multifaceted as the concept of "partnership" itself. If we talk about our partners - system integrators, their number has increased significantly recently. Previously, many companies focused exclusively on Western brands, and over the past couple of years they have been meticulously choosing vendors officially operating in Russia: who to bet on, who to focus on cooperation with. We, in turn, also had concerns that the IT market would collapse, and a significant share of partners would disappear, go bankrupt, change their type of activity. But this did not happen. Thank God, everyone survived: for each company, circumstances developed differently, but overall, everything is fine.

Over the past year, our partner network has qatar company email list grown by at least 30%. But we do not consider quantitative growth as a strategic KPI. Of course, the managers of the partner department have a standard for attracting new partners. But we, as a company, do not chase this indicator. 5-7 years ago. It was quite a long process - we first became concerned with partner sales about 15 years ago. During this time, we have accumulated a lot of different experience. After all, as a vendor, we grew out of system integration. And this now helps us understand what partners need from us as a vendor.

IT Channel News: How does the fact that you yourself were a systems integrator affect your work with system integrators?

E.S.: This is also a complete dialectic. Some integrators reason like this: “We won’t go to this vendor, they have their own system integrator in their structure, they are our competitors.” And this, of course, limits the circle of potential partners, but sometimes you have to make such a choice.

Yes. We do not hide the fact that we (by the way, like any large foreign vendor) still have direct sales. But this is an exclusively forced measure. A rare partner can meet the criteria of large federal competitions, which require very large amounts of collateral or a large number of licenses and certificates. We are forced to enter such competitions, as they say, with our heads - although in fact we really do not like it.