Cyble’s channel friendly policy determines its success in the India market

Mandar Patil
SVP – Global Sales & Customer Success, Cyble

Channel-friendly policies that emphasize trust, security, market expansion, and compliance provide the framework for these partnerships to thrive. By fostering collaboration and mutual responsibility, businesses can ensure sustained growth while minimizing risk in today's competitive and security-conscious marketplace

In the vast and competitive Indian business landscape, channel-friendly policies have emerged as a critical driver of corporate growth. As companies seek to expand their footprint and deliver value to an increasingly diverse market, the role of partners becomes central to success. These partners act as the essential "nerves" of the business, connecting enterprises with new opportunities and ensuring effective distribution of products and services. By fostering strong relationships with partners, expanding market reach, building trust, and enabling smooth collaboration, these policies ensure that businesses can navigate the complexities of the Indian market while creating long-term value.

“Cyble’s success in the Indian market is a testament to its channel-friendly policy, which has enabled the company to build strong relationships with local distributors, resellers, and managed security service providers (MSSPs),” says Mandar Patil, SVP – Global Sales & Customer Success, Cyble. ‘By capitalizing on these partnerships, Cyble has effectively expanded its reach, improved customer support, and accelerated growth in the highly competitive Indian cybersecurity landscape.”

ELEMENTS OF A CHANNEL-FRIENDLY POLICY
The success of any business relies heavily on its ability to build and maintain strong relationships with its channel partners. Some of the essential elements of a channel-friendly policy that can help businesses achieve sustainable growth are Enhanced Trust and Reputation, Improved Security Posture, Market Expansion and Reach, Compliance and Risk Mitigation.
“At Cyble, our partner programs are not just about driving sales – they are about building long-term, value-driven relationships. By monitoring these quantitative and qualitative metrics, we ensure our partners are empowered, engaged, and positioned for success. This holistic approach not only helps us grow but also ensures that our partners can thrive in the rapidly evolving cybersecurity landscape,” recalls Mandar.

The Quantitative Metrics include -
Partner Revenue: This metric provides clear insight into the financial contribution that partners make to Cyble's overall business performance.
Number of Deals Closed: It reflects the effectiveness of our partners' sales efforts and their ability to convert leads into customers.
Customer Acquisition Cost (CAC): By comparing the CAC of customers acquired through partners to Cyble’s overall CAC, Cyble can assess the cost-effectiveness of its partner-driven customer acquisition strategies.
Customer Lifetime Value (CLTV): Cyble analyzes the CLTV of customers brought in through partners to evaluate the long-term sustainability and profitability of these relationships.
Partner Satisfaction: Cyble regularly conducts surveys and feedback sessions with partners to gauge their satisfaction.

The Qualitative Metrics are Partner Engagement, Partner Training and Certification Completion, Joint Marketing Activities and Customer Testimonials.