Channel Marker

Sep 27 2010   8:38PM GMT

Cleantech rounds out solution provider’s vertical foci

Heather Clancy Heather Clancy Profile: Heather Clancy

Ever since I got into writing extensively about green IT and clean technology, many of my connections from the world of the technology solution provider channel have questioned whether or not either is a money-making opportunity.

Well, I thought it might interest you to know that there has been a VAR behind 90 percent of the software implementations in California that were inspired by the Autodesk Clean Tech Partner Program. That initiative provides early-stage cleantech startups with up to $150,000 worth of software. Of course, that software needs to be implemented by someone, and that’s where long-time Autodesk KETIV Technologies comes in. The last time I checked, KETIV was working with approximately 40 cleantech firms.

Kanwar Anand, president and CEO of Ketiv, says his company was compelled to concentrate on cleantech as a vertical for two reasons. First, it was an industry relatively uncovered by other solution providers in his California markets. “We are driven by the immediate profitability of an opportunity,” he says. Second, the focus was inspiring internally to KETIV’s employees, which has helped the KETIV differentiate the company with both employees and prospects as a company that could make a difference in a new economy. “It shows them we are moving forward,” Anand says.

As you would expect with any industry concentration, KETIV has dedicated a sales person to driving lead generation in the cleantech arena. For the most part, the company sticks pretty closely to the Autodesk program for now, which has been driving most of its opportunities. But the company also has moved beyond a focus on startups to explore the cleantech solution agendas of established organizations. Essentially anyone working on technology that will improve the environment, Anand says.

So far, that has included companies ranging from Marine Technology & Innovation, which is working on offshore wind turbines, to APT Water, which is working on advanced water treatment technologies.

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