Pratik Shah Â
Director, Goyama SecureTech
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“The channel policy of Goyama SecureTech is designed to help partners remain profitable while building sustainable, long-term business. We provide competitive pricing, transparent margins, attractive incentive programs, and deal-registration benefits that reward partners for developing qualified opportunities. We also encourage partners to move beyond one-time product sales by offering value-added services such as consulting, deployment, migration, configuration, managed services, technical support, and renewal management. This enables partners to create recurring revenue, strengthen customer relationships, and improve long-term profitability.
STRENGTHENING PARTNER TRUST
We strengthen partner trust through transparent communication, fair deal protection, and consistent support. Qualified and registered opportunities receive appropriate protection, helping partners invest time and resources in developing customer relationships without unnecessary channel conflict.
We maintain clear rules for pricing, deal registration, lead handling, and escalation. Our team works closely with partners to resolve issues quickly and fairly, while coordinating with OEMs where required. We also protect partner credibility by ensuring customers receive reliable technical support, genuine licensing, and dependable post-sales service. We stay in touch with the OEM and on top of the latest solutions coming from them so partners don’t have to do it.
CHANNEL STRATEGY FOR 2027
Our 2027 channel strategy will focus on expanding partner capability, increasing adoption of AI-enabled and cloud-managed solutions, and helping partners build recurring revenue. We will strengthen enablement through technical training, certifications, solution workshops, demonstrations, co-selling, and joint customer engagements. Our focus will include cybersecurity, data protection, cloud-based IT management, network infrastructure, storage, and AI-driven video analytics. We will also help partners identify new opportunities in AI adoption, managed services, cyber-resilience, Microsoft 365 data protection, secure networking, and intelligent IT operations. By combining competitive commercial programs with stronger technical support and co-selling, our goal is to help partners become more profitable, more capable, and better positioned for sustainable growth in 2027.”
