Building a partner-first value-led ecosystem is the foremost priority for Hitachi Vantara

DARSSHAN SOMAIYA HEAD OF STRATEGIC PARTNERS & ALLIANCES FOR INDIA AND SAARC, HITACHI VANTARA

“At Hitachi Vantara, our focus is on building a partner-first, value-led ecosystem where profitability is driven through specialization and solution-led engagement rather than volume-based transactions. We have introduced a structured partner program with clear tiers and competencies, enabling partners to unlock higher margins as they deepen capabilities in areas like hybrid cloud, data infrastructure, and AI-led solutions. A strong emphasis is placed on co-creation and co-selling, ensuring partners are involved early in the customer lifecycle, which significantly improves deal conversion and long-term revenue streams. Additionally, we are prioritizing predictable revenue models for partners by promoting lifecycle services, managed offerings, and recurring business opportunities, helping them move beyond one-time transactions to sustained profitability.

EXPANDING INTO DEEPER MARKETS

Our expansion into B and C cities is driven by a localized partner-led growth strategy, where regional partners act as the primary drivers of market development. We are actively on boarding partners with strong local market understanding and enabling them to address the unique needs of emerging enterprises, especially those transitioning to digital-first operations. These markets require solutions that are scalable, costefficient, and easy to deploy, and we are aligning our offerings accordingly. A key focus is on developing vertical-specific solutions for sectors like government, manufacturing, and BFSI, which are seeing rapid digital
adoption in these regions. We are also investing in regional engagement initiatives and partner-led outreach programs to strengthen brand presence beyond metro cities. This approach ensures that growth in these markets is both sustainable and partner-driven, while creating new revenue streams across India’s expanding digital economy.”