Octavio Campello, Partner Alliances Director Brazil at Hitachi Vantara, tells us about the Hitachi Vantara Partner Program and the benefits it brings channel partners.
What does your position involve?
My role is related to managing the entire ecosystem and strategic alliances for Brazil with the mission of developing business, including partnership strategy development, internal collaboration, market analysis, connecting and training partners so that they achieve their plans and growth.
Can you explain how your company works with channel partners?
The Hitachi Vantara Partner Program stands out as one of the best in the competitive IT market. Its excellence is evidenced through differentiated competencies, innovative delivery models, robust training programs and attractive incentives. These initiatives reflect the company’s growing commitment to its partner ecosystem, aiming to offer solutions that help customers overcome challenges in crucial areas like big data, analytics, Artificial Intelligence (AI), and the Internet of Things (IoT).
In 2018, Hitachi Vantara implemented a significant transformation in its channel program, ensuring flexibility to align with the various business strategies present in the market. Currently, our ecosystem encompasses distributors and resellers specialized in a variety of services, including standard reselling, professional services, training and support.
In the context of Digital Transformation, Hitachi Vantara with the vigorous expansion of its channel program in 2023, placed an emphasis on investment in Brazil and collaboration of strategic alliances and partners. Currently, we have a select ecosystem of approximately 50 specialized channels throughout the national territory, with about 20 of them actively engaged. Our goal is to significantly qualify and prepare the number of active channels in 2024, aligned with the company’s robust expansion project in the country, in which the channel plays a fundamental strategic role.
What is your management philosophy?
This is a topic of great relevance. Our belief and practice are based on collective collaboration, building a unique network that complements and integrates harmoniously. We constantly maintain the perspective that, behind all technology, there are human beings. Therefore, we recognize that, to meet the diversity of realities and needs, collaboration at different levels is essential today.
The need to be more collaborative arises as a response to complex problems, seeking solutions that, in turn, contribute to improving processes and driving business. Acting together not only adds more value but also transforms. Forming networks with other people, genuinely creating a collaborative ecosystem, and jointly and deeply understanding the real needs of customers represent the ideal path.
Collaboration, nowadays, is the true essence of partnership. It transcends traditional boundaries, promoting a more holistic and effective approach to achieving shared goals.
Do you work differently with channel partners in Latin America compared to other regions?
Certainly, we work closely with our channel partners, seeking to generate business opportunities jointly and implementing a strategic plan that involves not only the channels but also the Hitachi sales team.
How do your partners deliver your solutions to end-users?
Partners play a fundamental role in delivering solutions to end-users, adopting various approaches that align with the nature of the products or services offered. A notable example is Hitachi Vantara, a market-leading storage company, that develops innovative solutions. Its partners, by representing this brand, are capable of offering comprehensive solutions through strategies such as system integration, consultancy and professional services.
With a significant focus on added value, these partners do not just sell products but also enrich the customer experience. This approach involves providing additional services, customizations, specific integrations and specialized technical support, all aimed at effectively and personally meeting the needs of customers.
These practices exemplify some of the various ways in which partners contribute to the successful implementation of solutions with end-users. It is important to note that the specific approach can vary considerably, depending on the industry, type of solution and business model involved.
How do you ensure that channel partners thrive in a highly competitive market?
This is a crucial point for strengthening the competitiveness and solidity of our business partners within our ecosystem. We develop methodologies and joint plans to map business opportunities collaboratively, providing support to customers on their journey and also addressing future issues. We firmly believe that this represents a significant opportunity for both our existing partners and new members.
We commit to providing comprehensive support throughout all processes, empowering our partners through continuous training, keeping them up to date with the latest technologies and assisting customers with hybrid migration strategies. In a highly competitive market, we recognize the importance of providing robust training and education programs. This ensures that our partners deeply understand the products or services offered while receiving continuous technical and commercial support to overcome challenges and enhance their skills in selling and implementing solutions.
Furthermore, we establish attractive incentive programs, including discounts and bonuses, to motivate our partners.