The RCS partners are focusing more on CCI, which is a blade PC technology. Mathur explained, "Blade PC is the future of client computing, particularly in datacenters, where customers can gain immediate advantages of RCS technology." Any multi-user organization especially BPOs and IT/ITes will adopt this technology faster, he added. This set of 15 partners consisting mainly of regional and national system integrators will tap enterprise and high end mid-market segment. "We believe mid-market and also SMBs will also vouch for this technology as we intend to appoint partners specifically targeting this market segment,"he said. RCS offerings are already sold to organizations in B/C class cities like Ludhiana, Kanpur etc. Most upcountry cities are witnessing mushrooming of mid-market enterprises, he said.
RCS Partner Portal designed specifically for channel partners provides information needed for selling, marketing and supporting HP products and services. "The portal gives the power to be proactive, productive and the most importantly profitable. Important features include News / Events, Promotions, Products, Pricing, Partner Programs, Certification/Education," said Mathur. The 'Reporting' tool helps partners employee our business reporting tools to see what, when and how much you're selling, review your performance against specific targets to determine how to focus your selling efforts for better returns, he added.
The biggest challenge is to create more market awareness towards RCS technology, he admitted. The vendor is conducting customer awareness programs and customer demo events. "Under 'Blade Runners Program', we appointed initial set of warriors (partners) to propel 'RCS' advantages to customers,"he added. The RCS Elite Club is an exclusive club for RCS partners to share partner experiences, real market scenarios, technology updates, and success stories. Each month there would be a 'Hero' award to help promote participation among the communities, he said.
Blade PC margin is much higher for partners than most hardware business as per Mathur. Partners selling RCS offering need to encompass trained people , exhibit good patience and pursue focused approach. As he explained, "Channels need to be sure that their sales/technical staff is trained and up-to-date on this technology. The sales cycles are usually lengthy with more lead time due to nature of solutions, which calls for patience. Finally, being a niche technology offerings, channels need to select and choose customers fit for RCS suite. A focused approach will lead to more customer wins which can act as reference points for future business opportunities."