MANAGEENGINE PROFILE
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our direct and channel presence and that we believe will take us to the growth numbers that we are talking about, despite the challenges that UK has currently economically and politically,” he says. “We believe this model, along with our mature platform and our familiarity with the UK market and the trust that our customers already have, will ensure we achieve this growth. “We realise we need partners, the channel, the expertise, which is why we are always looking to expand the channel.” Achieving ambitions Arun Kumar, regional director of UK at ManageEngine, adds that ManageEngine are optimistic of growing by 25% or more in the UK because they already have close to 6,000 customers using its products within the UK. “Historically most of these customers start with one or two products to solve their IT challenges but because of the integration benefits and the seamless value we bring as a suite, a lot of our customers tend to buy more products down the track. We have seen that increasing in recent years. “Part of our expansion plans are to have the team locally based in UK to offer value services and give more enablement on our products and how that can solve their IT challenges. Those are customer-facing and account management roles which we are bringing in within UK to meet and engage and create that awareness among our customers.” As mentioned, the channel will also play an important part in ManageEngine’s growth strategy, Arun adds. “Almost 40% of our UK
revenue currently comes through the channel network,” he says. “We also have a distribution network which helps us to penetrate the channel network, including a lot of transactional partners, MSPs system integrators or even value added partners. And recently we have hired a channel manager for the UK to enable partners to assist them with market strategies and drive more revenue across the reseller network. But our long-term goal is to go into the larger channel network and create the awareness of our products.” Arun emphasises that it’s important to have the people on the ground for the strategy to work rather than just do it virtually. He adds the UK expansion is part of the company’s plan over the next 12-24 months, based on how the business grows. “We already have the team, and our immediate priorities are bringing the customer facing teams, which could help customers and partners.” More widely, ManageEngine plans to make using the company’s products a seamless experience as one platform, both on premises and in the cloud. “Currently, we have about 80% of the portfolio covered on the cloud, but the big objective for 2023 is to have 100% parity of the portfolio in on premises and the cloud, so customers have absolute flexibility,” says Rajesh. With plans in place, Rajesh is confident that ManageEngine can achieve its ambitious targets for ManageEngine, but, more importantly, help satisfy customers’ burgeoning demand for cloud-based but UK- domiciled products.
Arun Kumar regional director, UK
manageengine.com
Almost 40% of our UK revenue currently comes through the channel network. “ ”
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