Ed Greenwood

SmartBear committed to expanding its partner base in India: Ed Greenwood

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“SmartBear is committed to expanding its partner base with high-quality partners that share our customer-centric view in the vibrant and rapidly growing India market,” says Ed Greenwood, International Channel Sales Director at SmartBear – a US-based software company offering testing tools and solutions.

Testing and monitoring tools and solutions are very crucial for developers in the software industry and other businesses. It plays a key role in software development and lifecycle as well as stability and security aspects.

SmartBear is among the top software companies globally that operates in software testing, development, monitoring and integration space. Given India’s stronghold in the software development and IT services segment across the world, India is a strategic market in the APAC region for SmarBear. In recent years, the company has expanded its presence in the Indian market through its local channel and software partners to serve customers in the market.

In this email interview, Ed Greenwood, SmartBear’s International Channel Sales Director discussed the company’s India business operations, its presence in Bangalore and the growth opportunity in the software testing segment. He also shared the company’s go-to-market strategy, the recent alliances with local channel and software partners in India and addressing requirements of customers in India.

Edited excerpts…

Q1. Can you brief us on the company’s presence and operations in the Indian market?
Ed Greenwood: SmartBear has been actively expanding its presence in India and the wider APAC region through strategic partnerships with local companies to increase access to our market-leading software development and visibility solutions. We are giving software development teams around the world visibility into end-to-end software quality through test management and automation, API development lifecycle, and application stability, ensuring each software release is better than the last.
Our award-winning products are trusted by over 16 million developers, testers, and software engineers at 32,000+ organisations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

SmartBear is committed to India and the Bangalore community through hiring, training, and mentoring entry-level software engineers, bringing technical talent into the company’s learning centre of excellence. Through our Developer Academy, the office will become a hub for providing authentic developer experiences and preparing engineers with the confidence and hands-on skills they need to launch a successful career as a software developer. We are creating exceptional employee experiences, and that starts with making sure our team is set up for success wherever they are working. We’ve invested in both our tools and technology as well as the spaces where our teams love to come together to work, collaborate, and have fun.

Q2. How do you see the Indian market in terms of potential market opportunity, growth and demand for testing software and solutions? And how is the company leveraging its Bangalore office and presence in India?
Ed Greenwood: Overall, the market opportunity for software development solutions in India is significant and continues to grow rapidly, fueled by the country’s strong IT industry, large talent pool, increasing demand for digital solutions, vibrant startup ecosystem, and supportive government policies. Additionally, many large global firms have their Global Competency Centres (GCCs) located in India, further contributing to the overall market potential. The number of these centres has grown substantially over the past few years.

We have strong partnerships in the region, which are giving enterprises in India greater access to market-leading SmartBear software development and visibility solutions. For several years, Lexington Soft has offered the SmartBear solution set to its clients in the region, and Amrut Software has been offering value-added testing services to its customers by leveraging SmartBear’s testing tools and automation frameworks.

More recently, we announced strategic partnerships with Netpoleon, a leading provider of value-added technology solutions across the APAC region, India-based Xilligence, and Rabita Software, a provider of next-generation cybersecurity solutions, software licensing, and professional services based in Bangalore.

Q3. What are the company’s business plans and go-to-market strategy in India for this year?
Ed Greenwood:
This year, SmartBear is converging its toolsets into three intelligently integrated hubs – API Hub, Test Hub, and Insight Hub, for the industry’s most comprehensive API development, testing, and production readiness with insights that power great user experiences across the entire software development lifecycle. This is all to meet the diverse needs of SmartBear customers worldwide.

The industry needs more solutions for software developers that can integrate with other solutions in the market that developers use. We engage with our customers wherever they may be, whether they’re seeking solutions to solve an individual problem or addressing broader organisational challenges.

Q4. The company already has local partnerships with Amrut Software, Xilligence and Netpoleon India. So how much have these partners helped SmartBear to expand its presence, business and clients?
Ed Greenwood:
All our partnerships in India have been another step toward expanding our network in India, providing enterprise clients with valuable software development tools and solutions. Through these strategic partnerships, SmartBear has not only expanded its footprint in India but also contributed to the region’s technological advancement by providing our software development and visibility solutions.

In addition, our long-standing, successful partnership with Lexington Soft provides SmartBear with a strong foundation in the region, serving as a solid platform for both expansion with Lexington Soft and broader regional growth. These collaborations reflect SmartBear’s vision for the Indian market, focusing on enhancing software quality and supporting the technological advancements of local enterprises.

Q5. How has SmartBear’s channel partner programme performed in India over the years?
Ed Greenwood:
SmartBear is committed to expanding its partner base with high-quality partners that share our customer-centric view in the vibrant and rapidly growing Indian market. There is much opportunity for growth and innovation in the region, driving us to continuously adapt and refine our strategies to align with the needs and expectations of current and potential partners.

With our customer-centric approach, we continue to forge valuable partnerships that are propelling the success of our partner network. We are always working on ways to increase our reach with large system integrators and key business partnerships across the India-South Asia and APAC regions.

(Image credit – SmartBear)