System integrators on cooperation with Russian vendors.

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E.S.: "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 grown by at albania telegram number database 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. The backbone of our network was formed 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.