Building a vibrant Partner ecosystem while enhancing India’s Cybersecurity landscape

PL Subramanian (Subbu)
Head of Channel for India
Kaspersky

Kaspersky’s vision for 2026 and beyond is to build a more collaborative and future-ready partner ecosystem in India. Partners are gradually transitioning to become strategic managed service providers, capable of delivering end-to-end cybersecurity solutions. To support this evolution, Kaspersky is investing in training, rebate programs, and Solution Advisory Services to enhance their technical and sales capabilities.

Kaspersky is a channel-driven organization. Our policies are designed to align our corporate growth objectives with the evolving needs of our partners. We have established key B2B partnerships in India through our Technology Alliance Distributor, Technobind, which help us extend our reach across Enterprise segments. These collaborations enable us to offer scalable, on-demand, and managed cybersecurity services to customers nationwide. Our partnerships with leading system integrators ensure that we remain well-positioned for large-scale government and enterprise opportunities, while providing partners with greater flexibility, profitability, and technological support.

PARTNER ENGAGEMENT

At Kaspersky, strengthening partner trust and loyalty starts with collaboration and enablement. We work closely with our partners by providing them with tools, training, and programs that help them create awareness and deliver customized security solutions to customers. In 2024, we restructured our partner program to better support different partner profiles and enable them to leverage discounts, solutions, and offers more efficiently. Moving into 2025, we have enhanced our support for managed service providers (MSPs) and technology alliance partners by introducing innovative rebate structures and Solution Advisory Services, ensuring our partners are fully equipped to maximize their business growth and service capabilities.

Our partners are instrumental in expanding Kaspersky’s presence across India, particularly in emerging markets and tier-2 and tier-3 cities. They act as trusted brand extensions, understanding local cybersecurity needs and designing tailored solutions for customers. To strengthen this reach, we have expanded our channel sales team in smaller cities to support partners and customers on the ground. Collaborations with our distributors also help us deliver enterprise-grade solutions efficiently, enabling partners to tap into new revenue streams and strengthen India’s digital resilience with managed security offerings.

ENABLING PARTNERS TO ADOPT NEW TECH

Kaspersky recognizes that emerging technologies like GenAI and Cloud Repatriation are reshaping enterprise cybersecurity. We focus on partnering with technology solution providers that have a proven track record in delivering advanced security solutions in these evolving areas. Our subscription-based licensing model and flexible consumption approach allow partners to deliver scalable, managed cybersecurity services that align with modern enterprise needs. By offering advisory sessions, training programs, and continuous enablement through our partner program, we empower partners to confidently address new technological trends while maintaining robust protection standards for their customers.

We will have a set of Managed and Focused Partners across Tier’s for more coverage in 2026. By combining transparency, innovation, and localized expertise, Kaspersky aims to create a thriving partner ecosystem that drives business growth while collectively strengthening India’s cybersecurity posture.