Vertiv Energy moved from a direct sales strategy to a channel led sales model after it was taken over by the private equity firm Platinum Equity
Vertiv Energy, formerly known as Emerson Network Power India is owned by a private equity firm, Platinum Equity (PE). After Emerson Network power India was renamed as Vertiv energy and acquired by PE, the network power business portfolio was repositioned for the automation of industrial and commercial businesses. The focus was also shifted from having a direct sales strategy to building strong channel partnerships. PE believed in making the company lean and efficient post acquisition.
The Go-to market strategy has changed from direct to channel. Initially, the channels’ use was restricted to limited partners. “Now, the channel base has expanded. All the products are available through partners. This change in focus has brought in increased agility, decisiveness and investment capability,” says Sanjay Zadoo, Country Manager, Vertiv Energy. This has become possible not only due to the expertise brought in by PE but also by the various brands acquired by Vertiv over the years- in sectors ranging from power management, thermal management, IT management, Unified Infrastructure, software, services and consulting.
In the last one year, the investment in the channel community has increased. Vertiv has forged big partnerships with Ingram Micro and Compuage.
We have made the following products available through the channel: UPS products, AC power product category, a range of variants are available, from 10Kva to 16 Kva; UPS channel offerings, smart solution product basket, which include integrated Datacentre infrastructure. A major thrust is given on the smart solutions product basket, which also is a part of the Emerson power repositioning strategy.
It allows enterprises to move from having a Capex to Opex model; the products are more secure; they can be used as in a plug and play mode without the configuration hassles; minimum cost and time overruns and deliver what is shown; they are factory fitted and tested.
Based on the presentation from Sanjay Zadoo, Country Manager, Vertiv Energy at the CRN’s Channel Leadership Summit in Mumbai
