Mithi scout­ing part­ners for cloud of­fer­ings

CRN - - CONTENTS - DHAVAL VALIA

Mithi Soft­ware Tech­nolo­gies is scout­ing for part­ners for its cloud-based email and col­lab­o­ra­tion ser­vices. The com­pany plans to sign 50 part­ners within the next 12 months and ex­pects part­ner-led sales to con­trib­ute 80 per­cent of its busi­ness in next two years.

Said Sau­rabh Misra, Di­rec­tor, Part­ner Ecosys­tem, Mithi, “We have build a solid base of more than 200 en­ter­prise cus­tomers over the past cou­ple of years for our cloud ser­vices with multi-year con­tracts and size­able recurring busi­ness. So far we have been fo­cused on sell­ing our cloud ser­vices ei­ther di­rectly or through large SI part­ners such as CMC, HCL, Wipro and HP, but now we plan to tap small-to-mid-size part­ners cater­ing to SMBs.”

Misra, a Mi­crosoft vet­eran, was hired specif­i­cally to drive the chan­nel en­try and part­ner en­gage­ment of the com­pany.

Mithi’s of­fer­ings in­clude both on-premise and cloud-based email and col­lab­o­ra­tion so­lu­tions. Its cloud of­fer­ing, SkyCon­nect, pro­vides real time col­lab­o­ra­tion with email, chat, cal­en­dar and con­tacts ac­ces­si­ble through Web mail, desk­top clients and mo­bile de­vices.

“We ear­lier sold the email and col­lab­o­ra­tion so­lu­tion as en­ter­prise soft­ware for which we have nearly three lakh users across BFSI, au­to­mo­bile, PSU and govern­ment or­ga­ni­za­tions. We launched the cloud of­fer­ing just six months ago but al­ready have 30,000 sub­scribers,” he in­formed.

Mithi re­cently rolled out its part­ner pro­gram which has three lev­els. Re­seller Part­ners will ac­tively en­gage with end cus­tomers to sell its of­fer­ings, HSP Part­ners will pro­vide cus­tom­ized and ded­i­cated hosted email and col­lab­o­ra­tion ser­vices, and SI

“Our en­try-level sub­scrip­tion starts at $1 per user per month com­pared to Google Apps which is priced at $5 per month and Of­fice 365 at $6” SAU­RABH MISRA Di­rec­tor, Part­ner Ecosys­tem Mithi Soft­ware Tech­nolo­gies

Part­ners will work on large bids.

Ex­plained Misra, “Our part­ner pro­gram cov­ers back­end and in­cen­tives, part­ner train­ing, on­line mar­ket­ing sup­port and co-op mar­ket­ing pro­grams. Be­sides, we re­cently put in place a lead gen­er­a­tion pro­gram to tap SMB de­mand. All the leads will be ex­e­cuted through part­ners.”

Mithi said it pro­vides 25 per­cent mar­gin for new sub­scrip­tions and 15 per­cent on re­newals. It of­fers a mar­ket de­vel­op­ment fund of 5 per­cent of the an­nual billing to part­ners.

The com­pany has al­ready signed up a few re­seller part­ners in­clud­ing Chabria In­fotech, Um­brella Info Care, E-Soft So­lu­tions, Power Cen­tre, Pen­ta­cle IT So­lu­tions, Foetron In­dia and Acme Dig­itek. On the HSP front it has part­ner­ships with Ctrl S and Tikona Dig­i­tal Net­works.

Ac­cord­ing to Misra, Mithi’s SkyCon­nect cloud ser­vices of­fer the best price-per­for­mance as com­pared to leading play­ers in the seg­ment. “Our en­try-level sub­scrip­tion which has bet­ter fea­tures and more ser­vices starts at $1 or ` 65 per user per month as com­pared to sim­i­lar of­fer­ing from Google Apps which is priced at $5 per month or $50 per an­num, and Of­fice 365’s price of $6.”

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