In a price-sensitive, fast-moving technology market, the channel chief’s role has outgrown sales targets and rebate tables. Today’s channel leaders are responsible for something larger: making sure the partner ecosystem stays profitable, protected and ready for the AI era, so that both partners and OEMs grow together over the long term.
The first responsibility is partner profitability. Thin margins and aggressive price wars can quickly erode a partner’s business. Channel leaders must design policies that reward value creation, not just volume, through tiered margins, services-led incentives, recurring-revenue opportunities, fair & transparent pricing. A partner that cannot make money cannot invest in skills, people or customers.
The second is trust and deal protection. Partners invest time and resources in identifying and nurturing opportunities. Robust deal registration, clear rules of engagement and firm action against channel conflict and direct-sales overreach show partners that their effort will be respected. Trust, once lost, is the hardest asset for an OEM to rebuild.
The third, and most urgent, is AI readiness. Technology is changing faster than at any time before, and partners who delay adoption risk becoming irrelevant. Channel chiefs must make rapid enablement a policy priority: continuous skilling, certifications, hands-on technical support, demo infrastructure and co-selling programmes that help partners build AI-led practices in areas such as data, security, automation and cloud.
Channel leaders also act as the partner’s voice inside the OEM. They carry ground-level feedback on pricing, competition and customer demand to product, marketing and leadership teams, ensuring that programmes reflect market reality rather than headquarters assumptions.
Finally, they must set a clear multi-year strategy. As 2027 approaches, partners need predictability: stable programme rules, defined growth paths, joint business plans and shared marketing investment. A transparent roadmap allows partners to plan hiring, training and investment with confidence.
Ultimately, the best channel leaders measure success not only by revenue delivered, but by the health, capability and loyalty of the ecosystem they build.
Five Key Takeaways
Profitability first: Sustainable margins and value-based incentives keep partners invested and growing.
Protection builds trust: Strong deal registration and conflict management are the foundation of loyalty.
AI readiness is urgent: Continuous skilling, certification and co-selling must be built into every channel policy.
Be the partner’s voice: Channel chiefs must bring field realities into OEM decision-making.
Plan for the long term: A predictable 2027 roadmap lets partners invest with confidence and scale with the OEM.
Gaurav V Saxena
Director - Channels & Alliances, Veeam Software
A Strong Channel Ecosystem Driving Go-to-Market Success for Veeam
“Partner profitability cannot depend on quarterly incentives alone. It comes from giving partners a larger role across the customer lifecycle, from assessment and implementation to ongoing protection and recovery. Veeam’s channel ecosystem is central to how we go to market, with more than 3,000 partners across India and SAARC. Our partner-first model helps them build recurring revenue and move beyond one-off transactions. Through the Veeam ProPartner Network, partners get business intelligence tools such as customer expansion portals, giving them clearer visibility into renewal cycles, upsell potential and expansion opportunities.
A PARTNER-FRIENDLY PROGRAMME
A partner-friendly programme should reward capability, not just sales volume. The Veeam ProPartner Network gives partners a single gateway to training, certifications, sales enablement, marketing support and technical expertise. It also gives resellers, service providers, systems integrators and cloud partners the flexibility to shape propositions around their own customers and commercial models. The goal is to help partners build services they can deliver, problems they can solve and advisory roles they can sustain over time.
CHANNEL STRATEGY FOR 2027
In 2027, the channel opportunity in India will move further from selling backup products to helping customers prove that their data and operations are resilient. Our priorities are to deepen partner capabilities in SaaS and cloud data protection; support recurring services such as Backup as a Service and Disaster Recovery as a Service; and expand into Tier-2 and Tier-3 markets through partners with local market understanding.
Smaller cities are seeing faster digital adoption, especially among SMBs and mid-sized enterprises that often lack dedicated security, compliance or resilience teams. Our partner and MSP ecosystem helps them prepare for AI adoption, protect against ransomware, manage Microsoft 365 data and respond to evolving compliance requirements such as India’s DPDP Act. Initiatives such as Bharat CyberSuraksha extend that work beyond immediate sales enablement, with internal approved material describing partnerships with four Assam universities focused on cybersecurity, cyber resilience, cloud technologies, AI and workforce development. The test for channel programmes in 2027 will be whether partners can turn technical expertise into trusted advice, recurring services and measurable customer outcomes.”
Vijay Sharma
Managing Director, Optoma India
Optoma eyeing to expand Partner Reach beyond Major Metros in 2027
“A partner-friendly programme must go beyond pricing. The initiative should allow partners to get acquainted with the technology, suggest proper solutions to customers, and provide assistance beyond the installation process. At Optoma, we are focused on strengthening our partner ecosystem and customer-support capabilities while expanding our portfolio across projectors, Interactive Flat Panel Displays, Professional Displays and Direct View LED solutions. This breadth allows our partners to address diverse customer requirements and build deeper relationships. The objective is to create a partnership where shared capability and customer outcomes drive long-term growth. The profitability derived from partnerships cannot be determined simply by analyzing the discounts on transactions. We are dedicated to providing quality visual solutions to our partners, and we make sure that they are equipped with the services for their needs.
STRENGTHENING PARTNER TRUST
Gaining trust is reliant on openness, clarity, and consistency. We believe partners need their communication to be clear and concise when it comes to project demands, commercial hopes, and ownership, especially in light of investing in solutions design, demos, or customer engagement. In professional audiovisual, winning a gig is just one of the steps; it is the delivery and support that will define the future relationship.
CHANNEL STRATEGY FOR 2027
In 2027, our focus will be on deepening our partner ecosystem and strengthening its ability to address opportunities beyond the major metros. We will continue to build on our projector business while expanding opportunities across Interactive Flat Panel Displays, Professional Displays and Direct View LED solutions. Localization, India-focused product development and customer support will remain central to this strategy. As demand grows across education, corporate, retail, hospitality and home entertainment, partners will play a critical role in delivering integrated visual solutions. Our priority is sustainable growth built on stronger market reach, technical capability and customer outcomes.”
Ankur Kohli
Sales Head – Government & Enterprise, India, Utimaco
With a Strong Global Legacy, Utimaco envisioning a Partner-led Vision for India
“With decades of global experience in cybersecurity, Hardware Security Modules (HSMs), cryptographic key management and digital trust, Utimaco brings a strong legacy of innovation and expertise in securing critical digital infrastructure worldwide. Our vision in terms of partner profitability and sustainability is to build a mutually profitable business by creating long-term opportunities for our channel partners. Through access to advanced security solutions, technical expertise and joint business development, we aim to help partners build differentiated cybersecurity practices and address the growing demand for digital trust.
BUILDING TRUST AND PROTECTING PARTNER INVESTMENTS
We believe partners are strategic growth enablers, not merely sales channels. Our focus is on technical enablement, product training, joint go-to-market initiatives, customer engagement and collaborative opportunity development, helping partners strengthen their capabilities and unlock new business opportunities.
Trust, transparency and commitment are the foundations of our channel ecosystem. We aim to strengthen partner confidence through clear engagement processes, collaborative account planning, opportunity registration and coordinated sales and technical support, subject to our established channel policies.
CHANNEL STRATEGY FOR 2027
Our vision is to build Utimaco into a strong and trusted brand in India through a robust, capable and future-ready partner ecosystem. We will focus on expanding our reach across government, BFSI, telecom and enterprise markets, while empowering partners to address emerging requirements in data protection, cryptographic security, digital identity and AI-driven environments. As AI adoption accelerates, securing sensitive data, digital identities, encryption keys and critical infrastructure will become increasingly important. We see this as an opportunity to equip our partners with the knowledge, capabilities and solutions needed to address evolving customer challenges.
Our vision is simple: build the India business with our partners, not just through our partners. By combining Utimaco’s strong global legacy with local market understanding and trusted channel relationships, we aim to create sustainable growth, mutual profitability and long-term value for our partners and customers.”
Rajesh Kumar
Sr. Vice President, Tech BU, Inflow Technologies Pvt. Ltd.
Capable, Confident, Competitive: Inflow’s Approach to Channel Enablement
“At Inflow Technologies, we believe distribution is no longer about moving boxes—it is about creating capability, enabling transformation and helping partners win. That philosophy is at the heart of our Techfluential Edge, which is redefining what a technology distributor can mean to India’s channel ecosystem.
Our Pre-Sales capability is a game changer. We work alongside partners to understand customer challenges, architect the right solutions and create differentiated propositions that improve their chances of winning business.
Our 24x7 Technical Assistance Centre (TAC) gives partners an always-on technical backbone. In a world where customer expectations are measured in minutes, not days, this responsiveness becomes a genuine competitive advantage.
Through the Inflow Training Academy, we continuously invest in partner capability—building technical skills, certifications and expertise so our ecosystem remains ahead of rapidly evolving technologies and market demands.
Our Post-Sales differentiator remains a key pillar as we stay invested beyond transactions, help design & implement solutions that optimise the complete technology lifecycle.
Inflow’s value proposition doesn’t simply distribute technologies but also creates knowledge that enables resellers to design, deploy and adopt IT Infrastructure solutions facilitating their customer needs.
The end result is an efficient channel ecosystem that is capable, confident and competitive.
PARTNER PROFITABILITY AND SUSTAINABILITY
Inflow's strategy for driving partner growth and profitability is built on empowerment, enablement, and collaboration. We help partners unlock new opportunities through strategic vendor partnerships, targeted marketing initiatives, technical expertise, and a broad technology portfolio. By combining flexible commercial support, financial assistance, professional services, and tailor-made partner programs, we enable partners to scale confidently, improve profitability, and stay competitive in an evolving technology landscape. Our focus on transparency, trust, and long-term relationship building ensures sustainable growth for both our partners and Inflow.”
Harsh Vaishnav
Senior Director & Head - Channels, ASEAN, Hong Kong, India and SAARC
Partners remain at the core of Nutanix’s growth strategy
“Nutanix has always been a channel-first company. From the very beginning, we were clear that our go-to-market would be only through partners. We focus on partners we can invest with, who can take us to new markets and are ready to invest in building this practice with us. We committed to doubling our investment, including marketing investments, with those partners. Even if asked to double our business every year, we would not double our sales force; we would continue to leverage and build channels. We call them partners because they are an extended arm of Nutanix. Our ‘Special 26’ began with 26 partners, each having a pre-sales resource. We invested in skilling, capabilities and certifications, creating ambassadors who have stayed with us as we evolved from HCI to hybrid cloud and AI.
Partner profitability, trust and innovation
Our channel ethos rests on four things: a great product, profitability, long-term commitment and trust. We have maintained a 90-plus NPS for 10 years. Profitability is not just about front-end margins. Partners who invest with us, build skills and practices are rewarded through rebates they can reinvest or retain as profitability. Our incumbency programs help ensure that partners who invested in the original business remain partners of choice for renewals. Trust is built over time but can be broken in seconds. HCI remains a major focus, while we are becoming an application-centric, application-aware infrastructure platform. AI, GenAI, agentic AI, application modernization and NKP are significant focus areas.
Quality-led expansion of partner ecosystem
Our mantra remains quality over quantity. Focus partners remain at the core, while we carefully add emerging partners for newer markets, customers, use cases and verticals. We are building an ISV ecosystem, focusing on the top three per vertical, and have onboarded and certified around eight to ten partners in India. We will continue to double down on channels. We are a 100% channel-only company and do not want to go direct for the foreseeable future. Our programs keep partners in mind, and our partner advisory board provides feedback. Partner exchanges have also helped us double our Channel SE team. We want to continue standing by partners who have stood by us.”
Sanjiv Thakur
Channel Account Manager, Vehere
Vehere building a Stronger, More Sustainable Global Channel Ecosystem
“Vehere’s 100% channel-first model is built to help partners grow sustainable, profitable businesses around differentiated cybersecurity technology. Our Blue, Silver and Gold tiers provide a structured path for growth, with partner margins, co-marketing support and access to technical and sales resources. Deal registration protects partner-led opportunities, giving partners greater confidence to invest in customer acquisition, develop strategic accounts and build lasting customer relationships. Our portfolio spans AI-powered Network Detection and Response (NDR), Full Packet Capture (PCAP), and lawful interception solutions. This breadth gives partners opportunities to address varied security requirements across government, enterprise, telecommunications and critical infrastructure sectors.
STRENGTHENING PARTNER TRUST
Vehere has a 100% channel-first, no-conflict model, which means we do not compete directly with our partners and remain committed to protecting their role in developing customer opportunities. Protected margins, coordinated sales engagement and direct access to Vehere’s channel team reinforce this approach. We also work alongside partners during technical discussions, solution positioning and customer evaluations, bringing relevant sales and engineering expertise into the process. Clear opportunity ownership coordinated engagement and practical technical support help establish accountability throughout the sales cycle and create a stronger foundation for long-term collaboration.
CHANNEL STRATEGY FOR 2027
In 2027, Vehere will focus on expanding international market reach, deepening channel penetration and strengthening partner capabilities to drive growth across its AI-powered cyber defense portfolio.
Partner training and enablement will be central to this strategy, supported by technical training, certification, sales enablement and joint go-to-market initiatives. These efforts will help partners build the technical knowledge and market readiness needed to position Vehere’s solutions effectively and address evolving customer requirements. We also plan to introduce new products to our channel partners, broadening the portfolio they can take to market and creating opportunities to engage new customers. By combining stronger partner capabilities, an expanding product portfolio and deeper regional engagement, Vehere aims to build a more capable and sustainable channel ecosystem across domestic and international markets.”
Vivek Srivastava
(Associate Sales Director - India), Scalefusion (ProMobi Technologies)
Scalefusion eyeing for a 100% Partner-led Business Model in India
“Scalefusion’s partner program is designed to support profitability throughout the customer relationship. It combines upfront margins, deal-based benefits and incentives with renewal opportunities, helping partners earn from both new customer acquisition and long-term retention. Market development funds (MDF) support joint demand-generation activities, enabling partners to build their pipeline and reach relevant customers. These benefits give partners a clearer commercial framework for investing in the Scalefusion business. Our focus is on helping them build a sustainable revenue stream through new business, customer expansion and renewals.
STRENGTHENING PARTNER TRUST
Trust starts with clear rules of engagement and consistent execution. Our partner program provides the framework for how we work with partners, while our partner relationship management (PRM) platform supports visibility and structured opportunity management. Once a deal is registered and confirmed with a partner, it is recorded in the PRM to establish clear ownership and protect the partner’s opportunity.
When it comes to our partner programmes, we combine commercial benefits with direct support for winning and serving customers. Partners have access to rebates, lead and deal routing, pre-sales support and migration assistance. This helps them address technical requirements, support customer transitions, and move opportunities forward with greater confidence. We combine commercial benefits with direct support for winning and serving customers. Partners have access to rebates, lead and deal routing, pre-sales support and migration assistance. This helps them address technical requirements, support customer transitions, and move opportunities forward with greater confidence.
CHANNEL STRATEGY FOR 2027
Our strategy for 2027 is to move to a 100% partner-led business model in India. This will include routing renewals from our existing installed base through partners, giving them a broader role across customer acquisition, retention, and expansion. We also plan to introduce a new partner programme in January 2027 to support this direction. Our priority is to make the commercial opportunity clear and equip partners with the product knowledge, pre-sales assistance and marketing support needed to grow. We want partners to build lasting customer relationships and a predictable revenue base with Scalefusion.”
Subhojit Roy
Area Partner Leader for India and SAARC, NetApp
NetApp driving Partner Profitability through Value-Added Solutions and Expertise
“NetApp’s policy is designed around a simple principle - partner profitability must come from the value partners create around NetApp technology, not just from the resale of the technology itself.
In today’s market, a sustainable partner model cannot depend only on product resale alone. That is why NetApp’s partner strategy is built to help partners expand into higher-value areas such as hybrid cloud, AI-ready data infrastructure, cyber-resilience, and more. The NetApp Partner Sphere program gives partners the technical depth and solution know-how to handle tougher customer problems, so that they are bringing something different and of value to the table.
Partner profitability is supported in four key ways -
1. More routes to margin: We help partners move beyond transactional selling into services, solutions, and lifecycle engagement. This allows them to attach consulting, deployment, migration, managed services, support, and optimization offerings to NetApp solutions, creating more durable and higher-margin revenue streams.
2. Clear incentives and commercial predictability: Partner Sphere provides a structured program model with defined incentives, promotions, enablement resources, and program terms. This helps partners understand where to invest, how they can earn, and how to build a predictable business with NetApp.
3. Enablement around high-growth customer priorities: NetApp’s channel strategy is aligned to the areas where customers are increasing investment: AI, hybrid cloud, cyber-resilience, flash, cloud storage, and modern data management.
4. A stronger platform for long-term sustainability: Sustainability for partners is not just about immediate margin; it is about building repeatable growth. NetApp supports this through Partner Hub, enablement tools, sales and marketing resources, co-branding support, training, and access to program information in one place.
We have made our FY27 distribution program simpler to work with. Distributors will get reviewed more often, so they will always know where they stand and won’t have to wait as long to move up a tier.”
Balaji Rao
Area Vice President, India & SAARC, Commvault
Commvault’s Partner Ecosystem built on shared Ambition, Mutual Trust and Customer Success
“At Commvault, partners are central to how we do business and how we deliver customer success. Strong partner ecosystems are built on shared ambition, mutual trust and a commitment to customer outcomes. Indian enterprises are increasingly navigating complex IT environments and evolving cyber-threats and partners play a critical role in helping organisations protect their data, strengthen cyber-resilience and prepare for disruption. Our focus is on building long-term relationships that enable partners to grow their businesses while helping customers address their most pressing challenges.
That commitment starts with creating the right environment for partners to grow. Our global channel policy provides a consistent framework for engagement, supported by programmes that recognize partner investment and performance. These include the Bounty Rebate Programme for Premier and Elite partners on land deals, the invitation-only FastTrack Programme for selected strategic partners, and Commvault Rewards for partner sellers and sales engineers.
A strong partnership also means investing in people, sharing knowledge and helping partners stay ahead of changing customer needs. Through Readiverse Academy, structured learning paths and certifications we help partners deepen their technical expertise. Partner Boot Camps offer opportunities to explore solutions, exchange best practices and strengthen practical skills, while partner leadership forums create space for open dialogue, collaboration and closer alignment on customer priorities. These interactions are important because they help us learn from our partners just as they help partners learn from us.
CHANNEL STRATEGY FOR 2027
Looking towards 2027, our focus is on strengthening partner-led growth, deepening customer relationships and continuing to build the commercial and technical foundations partners need to succeed. We see our channel partners as strategic collaborators in creating customer value. By investing in the relationships, expertise and shared capabilities that underpin long-term success, Commvault aims to foster a trusted and sustainable partner ecosystem in India.”
Aditya Khemka
Managing Director, CP PLUS
CP PLUS driving Partner Growth through Innovation and Expanding Market Opportunities
“At CP PLUS, we view partner profitability as integral to our own growth. Our approach combines a comprehensive surveillance portfolio, competitive market opportunities, and structured incentive programmes that reward performance and encourage long-term business development. Initiatives such as the MD Club and partner incentive trips recognize achievement while creating avenues for deeper engagement. By continuously investing in product innovation and expanding market reach, we help our partners tap into emerging opportunities and build sustainable businesses.
STRENGTHENING PARTNER TRUST AND DEAL PROTECTION
We believe trust is earned through consistency, transparency and accountability. CP PLUS prioritises open communication, responsive engagement and close coordination with channel partners to address market challenges and business concerns. We seek to foster a fair and collaborative environment where partner contributions are respected, and long-term relationships take precedence over short-term gains. Clearer coordination on business opportunities and timely resolution of channel concerns remain important to strengthening confidence across our ecosystem.
Besides, our strength lies in combining the reach of a national brand with opportunities for local entrepreneurship. Through our Galaxy Store initiative, we enable partners to establish a stronger, more visible presence in their markets. Training, product familiarization, and technical enablement help them stay abreast of evolving surveillance technologies, while our diverse portfolio allows them to serve customers across residential, commercial, industrial, and institutional segments.
CHANNEL STRATEGY FOR 2027
Our channel strategy for 2027 will be guided by Scale, Innovate, and Collaborate. We will focus on expanding our footprint in emerging markets, strengthening our Galaxy Store network, and enabling partners to capture opportunities beyond traditional surveillance. Alongside geographical expansion, we intend to deepen partner capabilities through knowledge-sharing and technical enablement, while strengthening collaboration across distributors, system integrators and alliance partners. Our goal is to build a future-ready channel ecosystem that combines wider market access with stronger solution-selling capabilities and sustainable growth.”
Manish Nair
Director, Partner Sales - India, ASEAN & ANZ, SAS
SAS Aims to Create a Scalable, Innovation-Led Partner Ecosystem
“At SAS, our focus is on building a high-performance partner ecosystem that combines deep domain expertise, trusted industry knowledge, and the ability to deliver measurable business outcomes.
Through the SAS Partner Program and SAS Partner Academy, we are making targeted investments in partner enablement across AI, data and analytics, cloud, and industry-specific solutions. This includes technical certifications, cloud readiness initiatives, and advanced AI training that equip our partners to lead customers through increasingly complex transformation journeys with confidence.
However, enablement alone is not enough. We work closely with our partners through joint business planning, co-selling, solution co-creation, and shared accountability for customer success. By aligning our investments and go-to-market strategies, we help partners accelerate value realisation, deepen customer relationships, and unlock new growth opportunities across industries.
Our objective is clear: to create a scalable, innovation-led partner ecosystem that enables organisations across India to realise the full potential of AI and analytics while driving sustainable growth for our partners and customers alike.
PARTNER PROFITABILITY AND SUSTAINABILITY
At SAS, our strategy for driving partner growth and profitability is centred on creating long-term, sustainable value rather than short-term transactional success. We focus on helping partners build differentiated capabilities in high-growth areas such as AI, data and analytics, risk management, customer intelligence, and industry-specific solutions.
Through the SAS Partner Program, we invest in enablement, certifications, solution development, and go-to-market collaboration to equip partners with the skills and expertise needed to win larger, more strategic opportunities. Our cloud-native SAS Viya platform also enables partners to develop scalable, repeatable offerings that accelerate deployment and expand recurring revenue opportunities.
A key pillar of our approach is co-selling and co-innovation. We work closely with partners on joint business planning, pipeline development, customer engagement, and solution creation, ensuring alignment from opportunity identification through to value realisation. This allows partners to deepen customer relationships, increase deal sizes, and create new services-led revenue streams.”
Sameer Bhatia
Senior Regional Director for India, Middle East, Türkiye and Africa, Seagate Technology
Seagate empowering Partner Success through Right Products, Resources and Mutual Growth
“Seagate believes that long-term partner growth depends on more than financial incentives. Partners also need the right products, technical expertise and resources to identify new business opportunities and meet changing customer needs. Our revamped Seagate Partner Program, introduced in 2025, brings these elements together. It offers financial benefits such as special pricing, upfront rebates, performance-based incentives and marketing development support, depending on partner tier and eligibility. Our channel partners are at the heart of our business. They connect our technology with customers in a complex and competitive market, build relationships on the ground and play an important role in shaping our presence in the market. We see them as an extension of our team, not simply a route to market. We recognize that their success is closely tied to ours, and that is what makes these partnerships so important to Seagate.
STRENGTHENING PARTNER TRUST
We believe strong partnerships are built on trust, open communication and a shared commitment to customer success. This means going beyond individual transactions to understand our partners' business needs and the challenges they face. Through regular engagement, direct conversations and partner feedback, we gain valuable insights into their priorities and the opportunities they see in the market. This also helps us refine our program and provide support that remains relevant as their businesses evolve.
CHANNEL STRATEGY FOR 2027
As businesses generate and retain more data, they will need solutions that balance capacity, cost, reliability and efficiency. Partners who understand these changing requirements will play an important role in helping customers plan for their long-term needs. Our focus is on supporting this shift through continued innovation in mass-capacity storage and close collaboration with our channel ecosystem. Our HAMR-based Mozaic technology enables higher storage capacities within the same physical footprint, helping customers manage growing data volumes more efficiently. Together with our broader storage portfolio, these innovations give partners more ways to address evolving customer requirements and create new business opportunities.”
Atul Mehta
Senior Director and GM India Channels, Dell Technologies
Dell Technologies Strengthens Partner Ecosystem with AI, Incentives and Co-Selling
“For Dell Technologies, a sustainable channel policy must go beyond margins and incentives to help partners build profitable, future-ready businesses. Partner profitability increasingly comes from moving beyond traditional resale towards higher-value, solution-led engagements. Customers are looking for trusted partners who can bring together infrastructure, applications, data, cybersecurity and services to address priorities such as AI adoption, cyber resilience and cloud modernisation. Dell’s 2026 Partner Program reflects this evolution by rewarding strategic value creation through initiatives such as the differentiated Focus Product Base Rebate and the Focus Accounts Incentive, which recognises partners for deepening relationships and expanding opportunities within existing accounts.
STRENGTHENING PARTNER TRUST
A truly partner-friendly program should also make it easier for partners to engage, collaborate and grow. Dell is investing in an AI-powered partner experience that brings together demand signals, deal registration, pricing, sales collaboration and account management. By reducing operational friction and improving access to intelligence, we are enabling partners to spend more time understanding customers and creating value. Trust is equally fundamental to this model. Partners need transparency, clarity and confidence that their investments in customer relationships, solution development and opportunity creation are recognised. As partners increasingly influence technology decisions earlier in the customer journey, Dell is also recognising the role of Advisory and Systems Integrator partners in shaping customer decisions and outcomes, alongside partners involved in the final transaction. This broader approach is important to building stronger, more collaborative relationships across the ecosystem.
CHANNEL STRATEGY FOR 2027
Looking ahead, our focus will be on helping partners capture the expanding opportunities created by AI while strengthening capabilities across cybersecurity, cloud modernisation and infrastructure. We see deeper co-selling, customer expansion, continuous enablement and AI-powered engagement as key to sustainable growth. The next phase of channel growth will not simply be about more transactions; it will be about creating greater value for customers and helping partners build durable, profitable businesses. Our goal is to give partners the technology, expertise, incentives and tools they need to move faster, scale sustainably and help customers translate AI ambition into measurable business outcomes.”
Sundaresan K.
Senior VP and Country GM, India and ANZ, Tech Data
Tech Data Empowers Partners to Become Strategic Technology Advisors
“Our investment centres on three areas: geographic expansion, technical enablement to help partners scale, and access to key technologies. The aim is a sizable, intelligent partner ecosystem across AI, cybersecurity and cloud. In India, growth is moving beyond the major metros. Many partners are expanding from hardware into cloud, cybersecurity, AI and managed services. We expect cloud and cybersecurity to keep driving channel growth, with AI remaining a strategic priority. Our focus is to help partners become strategic advisors. That means helping partners plan, deploy and improve their technology, with ongoing support to deliver measurable business results.
STRENGTHENING PARTNER TRUST
We believe distribution must go beyond commercial support. It has to actively guide partners as they scale and deliver the outcomes their customers expect.
Partners stay in control of their business. Our StreamOne powers the end-to-end cloud customer journey, combining seamless onboarding and billing with configurable pricing and real-time program eligibility. PartnerFirst adds transparency with live order tracking, downloadable invoices, accounts receivable tools, and AI-powered sales insights. We work closely with our vendor partners to facilitate deal registration, helping partners secure protected pricing, vendor support, and improved deal competitiveness. As a distributor, Tech Data does not compete with its partners for end customers and maintains strict confidentiality of partner pipelines and customer information, fostering trust and enabling partners to pursue opportunities with confidence.”
ENABLING PARTNERS
We tailor our support to each partner’s capabilities. Learning curves differ from market to market, so we build global go-to-market plans and execute them locally. We help partners build their capabilities through product demonstrations, solution testing and expert guidance, with pre-sales and post-sales support. Through our Tech Center of Excellence and Solutions Factory, partners can co-innovate and develop use cases. They also get architecture planning, pre-sales expertise, and ready-built multi-vendor solutions. Our Destination AI framework and Tech Data Digital Practice Builder (Channel Academy) provide skills development, planning and technical support to help partners turn AI interest into practical deployments. Digital Practice Builder (Channel Academy) offers free, on-demand training on top of this.”
Sanjeev Sehgal
Founder & Managing Director, Sparsh CCTV
Sparsh CCTV Helping Partners Move Up the Surveillance Value Chain
“At Sparsh CCTV, we see the channel ecosystem as a long-term growth partner rather than simply a route to market. With a network of 2,000+ associates and a presence across India, our focus is on building an ecosystem where partners can participate across the complete surveillance value chain from products and projects to AI-led solutions and lifecycle support.
The surveillance market is moving rapidly from standalone cameras to integrated, intelligent systems. This creates opportunities for system integrators, distributors, VARs and technology partners to move up the value chain. Our approach is therefore centred on enabling partners with a broad portfolio, indigenous technology, STQC-certified solutions, solution-level capabilities and strong after-sales support.
PARTNER PROFITABILITY AND SUSTAINABILITY
Our strategy is built around creating more value per partner rather than simply increasing partner numbers.
The surveillance industry is transitioning from hardware-led transactions towards integrated solutions. This gives our partners opportunities to participate in higher-value engagements involving AI analytics, VMS, command centres, cloud, specialised cameras and application-specific solutions.
We are therefore focused on three areas: portfolio depth, technical enablement and project-led business opportunities.
First, partners need access to a comprehensive product and solution portfolio so they can address different customer requirements through a single technology ecosystem. Second, technical capability is becoming critical as customers increasingly demand AI, cybersecurity, compliance and integration. Third, the growth of sectors such as transportation, infrastructure, manufacturing, BFSI and smart cities is creating opportunities for partners to build recurring and solution-led businesses.
Our objective is to make the partner relationship commercially sustainable helping partners move beyond transactional hardware sales towards solution design, deployment, integration and lifecycle services.”
Debasish Pramanik
Co-Founder, SysTools
SysTools Builds Partner Capabilities for DPDP Compliance and Cloud Modernisation
At SysTools, we recognise that navigating data privacy laws, infrastructure modernization, and complex cloud migrations are the top priorities for enterprises today.
Our channel policy is built to help partners capitalise on these massive market shifts through our flagship enterprise solutions: PrivacyShield (for DPDP compliance), mMigrator (for Active Directory and Microsoft 365 migrations), and archiveHub (for M365, Enterprise Vault, and SourceOne).
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
What sets our programme apart is the specialized enablement we provide for complex IT architectures. We don't just provide software; we equip our partners with deep technical training and dedicated pre-sales engineering support essential elements when scoping complex AD migrations or legacy archive extractions. We provide comprehensive playbooks on DPDP readiness so our partners can effectively position PrivacyShield to C-level executives. Additionally, our partner portal offers co-branded collateral, flexible proof-of-concept (PoC) licensing, and Marketing Development Funds (MDF) to run targeted regional campaigns around M365 modernization and data privacy.
CHANNEL STRATEGY FOR 2027
Looking towards 2027, our strategy is heavily anchored on regulatory compliance and secure cloud modernization. As Indian enterprises race to comply with the DPDP Act, we will aggressively enable our channel network to deploy PrivacyShield across both enterprise and mid-market sectors. Concurrently, as legacy archiving systems reach end-of-life, we will heavily incentivize partners driving M365 adoption and legacy archive retirements using mMigrator and archiveHub. Our primary goal for 2027 is to empower our partners to become indispensable strategic consultants for secure cloud migration, data governance, and privacy compliance.
Rashmi Jaiswal
VP & Country Head – Channels & Partnerships, NxtGen
NxtGen Puts Partner Success at the Centre of Its 2027 Channel Strategy
“In 2027, our channel strategy will focus on expanding our partner ecosystem, developing specialised capabilities, and accelerating growth in emerging technology areas. The NxtGen channel team is structured across six regions covering key markets across India. We aim to expand our presence across Tier 2 and Tier 3 markets while empowering partners through coaching and enablement to build stronger expertise and address customer requirements around emerging technologies We will strengthen partner enablement across cloud, cybersecurity, AI, data, networking, and managed services, accelerating the shift from product-focused selling to integrated, consultative, and outcome-based customer engagement. We will also increase outreach through digital campaigns, training programmes, webinars, customer and partner roundtables, and industry events.
Our vision is to build an agile, profitable, and future-ready channel ecosystem aligned with NxtGen’s mission of delivering efficient, cost-effective technology—empowering partners to grow sustainably, innovate continuously, and deliver greater value to customers.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
Our programme is uniquely partner-friendly because of its focus on simplicity, accessibility and shared growth. We provide structured onboarding, product and technical training, sales enablement tools, marketing development funds and dedicated support.
We have a dedicated Partner Business Manager who manages partner relationships, drives business development in the field and works closely with the partner’s sales team. In addition, our dedicated Partner Lifecycle Manager provides virtual support for onboarding, product training, technical discussions, quotations, order processing and service-related requirements.
This year, we launched a three-tier partner programme-Silver, Gold and Platinum-as part of the NxtGen Partner Circle. This target-based rebate programme is designed to expand market coverage, encourage disciplined pipeline generation and drive revenue growth, while rewarding partners for their commitment to the business.
STRENGTHENING PARTNER TRUST
We strengthen partner trust through transparent communication, clearly defined engagement rules and a robust deal-registration and deal-protection mechanism. Registered opportunities are reviewed promptly and protected against channel conflict. Clearly defined escalation matrix and processes ensure that partner concerns are addressed fairly and quickly.”
Nitin Jadhav
Chief Revenue Officer & President – Sales, Alliance, Partner Solution Engineering, BU Head – Cybersecurity, Network, Public Cloud, Yotta
Yotta Strengthens Channel Strategy Through AI, Trust and Partner Enablement
“Our channel strategy will increasingly focus on partners that can help customers translate AI infrastructure investments into measurable business outcomes. Over the next 2–3 years, the most important partner capability will be the ability to understand and optimise AI workloads, including balancing cost, performance and scalability across GPU environments, improving utilisation and ensuring that infrastructure investments translate into real outcomes.
STRENGTHENING PARTNER TRUST
We believe deal protection must be supported by a clear and consistently applied process. This includes transparent opportunity registration, timely validation of opportunities, clarity on account and opportunity ownership, defined engagement responsibilities and appropriate escalation when conflicts arise. Once an opportunity is accepted and ownership is established under the applicable program rules, all stakeholders should respect the agreed engagement model. We also believe that deal protection should be reciprocal. Partners should provide visibility into genuine opportunities, maintain engagement with customers, share relevant updates and adhere to agreed commercial and operational processes. This creates accountability on both sides and helps prevent duplicate engagement, channel conflict and avoidable delays. Our objective is to ensure that partners can invest in developing opportunities with confidence, while Yotta maintains the flexibility to serve customers effectively and build a healthy, collaborative ecosystem. Ultimately, trust is strengthened when commitments are clear, decisions are transparent and the value contributed by each partner is recognized.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
With platforms such as Yntraa Cloud and Shakti Cloud, partners can address enterprise and government requirements for sovereign cloud and AI compute. Our broader portfolio also creates opportunities to develop integrated solutions around connectivity, cyber resilience, cloud migration, application modernization and AI adoption. Equally important is the way we support our partners commercially and operationally. Yotta’s published partner program includes performance-linked rebates, sales development support for eligible partners, incentives for qualified lead generation, certification and recognition, as well as opportunities to participate in partner advisory and leadership forums.”
Vikas Thamman
Director, Memory and Storage, Samsung India
Samsung Building Partner Trust Through Consistency and Sustainable Growth
“A strong foundation of a channel policy is built by maintaining transparency with partners and focusing on a consistent and robust, long-term strategy. Strong sales support empowers partners to convert opportunities into business, while retail marketing and co-marketing initiatives enhance their market reach. By providing uniform support to all partners, we foster trust and ensure long-term sustainability. These measures collectively enable partners to build sustainable businesses, backed by a reliable and dependable channel relationship.
STRENGTHENING PARTNER TRUST
We build trust through sustained engagement, transparent policies, and clear communication of rebates and support, ensuring partners know what to expect from us. A well-defined authorized partner network establishes a clear framework for channel relationships, promoting accountability. Uniform support across partners further reinforces confidence in policy implementation. Our long-term approach provides a dependable foundation for partners to pursue opportunities and invest in customer relationships, with consistent communication and execution central to maintaining trust.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
Our programme combines ease of participation with recognition that extends beyond sales targets. The simplified structure encourages broad participation, while recognizing partners that embrace new business opportunities and adapt to evolving customer needs. We also help partners translate brand-led demand into business opportunities by connecting our marketing efforts with their customer engagement. This gives partners practical ways to benefit from the awareness we create.
CHANNEL STRATEGY FOR 2027
Our 2027 strategy focuses on helping partners capture new demand while maintaining policy stability to encourage confident investment. We aim to drive category growth by equipping partners with the knowledge to navigate technological changes and address emerging storage needs, particularly in AI workflows and content creation. This will enable them to align these use cases with customer requirements and convert opportunities into revenue. Additionally, we will integrate brand-building activities more closely with partner marketing efforts to turn awareness into sales. Sustained engagement, transparent communication, and consistent support will remain central to our approach, providing partners with a stable foundation as they develop new capabilities and expand their businesses.”
Sanjeev Mehtani
Chief Sales Officer, Acer India
Acer Builds a Resilient Partner Network Through Profitability and Sustainability
“At Acer, we believe that partner profitability and sustainability are fundamental to building a strong and resilient channel ecosystem. Our approach focuses on providing consistent business support, ensuring inventory availability, offering financing options, and enabling partners to leverage our diverse product portfolio.
Our focus is on building long-term, mutually beneficial relationships by helping partners improve operational efficiency, tap into emerging opportunities, and sustain business growth. By aligning our efforts with partner needs and evolving market dynamics, we aim to create an ecosystem that supports profitability, business continuity, and shared success.
STRENGTHENING PARTNER TRUST
We strengthen partner trust through transparent communication, consistent engagement, and a fair, collaborative approach to business. We work closely with our channel partners to understand market requirements, support their business needs, and ensure clarity in our processes. Our focus on channel enablement, inventory support, and sustainable partner profitability helps build long-term relationships. By fostering accountability and mutual trust, we aim to create an ecosystem where partners feel confident investing in and growing their business with Acer.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
Our partner-friendly approach is built on creating long-term, mutually beneficial relationships with our channel ecosystem. We focus on enabling partners through the right product portfolio, timely inventory support, financing options, market development initiatives, and consistent engagement. By strengthening partner capabilities, supporting profitability, and expanding our reach across markets, including Tier II and Tier III cities, we aim to help our partners grow sustainably while delivering greater value to customers.
CHANNEL STRATEGY FOR 2027
Our channel strategy for 2027 will focus on strengthening partner relationships, expanding market reach, and creating sustainable growth opportunities across India. We will continue to enable our partners through a strong product portfolio, inventory support, financing options and market development initiatives. Expanding our presence in Tier II and Tier III markets through exclusive brand outlets and an omnichannel approach will remain important. We will also focus on improving partner profitability, enhancing customer engagement, and ensuring that our channel ecosystem is equipped to address evolving consumer and enterprise needs.”
Shibu Paul
VP of International Sales, Array Networks
Array expanding Partnerships and Enabling Greater Success
“At Array, we believe a strong channel ecosystem is built on partner profitability and long-term sustainability. Our approach goes beyond competitive pricing to support viable business models that enable our partners to grow and thrive. We are committed not only to helping our partners win deals but also to ensuring that those wins translate into sustainable growth, consistent profitability and long-term business success. Our Assured Incentive Programme for channel partners guarantees an assured margin on all registered deals, even when the deal economics would not otherwise support that margin. We also offer greater commercial flexibility, working with partners on deal-specific commercial structures that help protect agreed margins, enhance profitability, and maintain competitiveness in the market.
CHANNEL STRATEGY FOR 2027
Our channel strategy for 2027 is centred on one clear objective of building a stronger, more profitable, and more capable partner ecosystem that can scale with market opportunities. By 2027, Array cloud products are targeted to contribute 20% of Array’s revenue in India, driven through channel partners, with a focus on expanding our presence in Tier 2 and Tier 3 cities and strengthening engagement with partners serving small and medium-sized businesses (SMBs).
Additionally, we aim to work closely with our partners to identify growth opportunities, develop industry and technology expertise, and create differentiated value for customers.
There are four priorities underpinning this approach -
First, we will continue to put partner profitability at the centre of our model, with greater focus on commercially viable opportunities, deal-level support, and sustainable business growth.
Second, we want to strengthen partner capabilities through targeted sales and technical enablement, helping partners build the expertise required to address increasingly complex customer needs.
Third, through collaborative marketing, customer engagement, demand generation, and co-selling support, we aim to help partners convert capabilities into tangible business opportunities.
Finally, we want to build a more strategic and accountable channel ecosystem.”
Jithesh Chembil
Head of Channels - India & SAARC, Everpure
Strengthening the Channel through Innovation, Incentives and Services
“Everpure’s 100% channel-focused, partner-first strategy is built to drive long-term profitability for our partners. We have always operated this way, so every customer we win, we win with a partner. Our evolved partner program strengthens distributor-led training, introduces new growth incentives and expands marketing investments to help partners accelerate business development and improve productivity.
We have focused our MSP partner program on services where data and storage play a foundational role, including private and sovereign cloud, Storage-as-a-Service, cyber-resilience and disaster recovery, and we’re prioritizing partners who deliver these services on Everpure as their underlying data platform. For partners, that creates opportunities to build recurring, services-led revenue. Our energy-efficient storage solutions and Evergreen offerings further strengthen the value proposition by helping customers reduce power consumption, optimize operational costs and extend infrastructure lifecycles.
STRENGTHENING PARTNER TRUST
Partner trust is built on transparency, consistency and a shared commitment to long-term success. Because we sell exclusively through the channel, no direct sales team competes with our partners. Our teams only succeed when our partners do. Our partner-first approach provides clear routes to market and tools designed to help partners identify growth opportunities within their install base, supporting customer upgrades, expansions and renewals. That gives partners a stronger foundation for building lasting customer relationships and growing their business with Everpure.
CHANNEL STRATEGY FOR 2027
Our 2027 channel strategy focuses on strengthening our partner ecosystem, expanding market reach and accelerating opportunities across AI, cyber-resilience, data management, data sovereignty and modern virtualization. We aim to deepen collaboration with resellers, distributors and managed service providers through technical enablement, solution specialization and joint go-to-market initiatives. In India, that means depth over breadth: investing in partners who build certified skills and specialized practices, rather than simply growing partner numbers. We are also welcoming new types of partners, including AI and application specialists building on our data platform, and developing dedicated capability for the government sector.”
Ajaykumar Joshi
Country Manager India, ESET
ESET empowering Partners to Unlock New Growth Opportunities in 2027
“ESET’s approach is to help partners build sustainable businesses through a combination of commercial opportunities, skills development and ongoing support. We focus on helping them understand customer needs, recommend appropriate solutions and develop lasting customer relationships. Sales and technical enablement, together with marketing support, help partners pursue opportunities more effectively. As customers’ cybersecurity needs evolve, we want partners to be well positioned to grow alongside them.
STRENGTHENING PARTNER TRUST
Partner trust starts with clear communication, fair engagement and recognition of the effort partners invest in developing customer opportunities. We seek to provide clarity on how opportunities are managed and ensure partners have access to the right contacts when questions arise. By maintaining an open dialogue and addressing concerns promptly, we aim to give partners confidence in working with us and investing in long-term customer relationships.
CHANNEL STRATEGY FOR 2027
Our channel strategy for 2027 will focus on expanding our reach, strengthening partners’ technical capabilities and creating more opportunities for profitable growth across India. Our sales and pre-sales teams will work closely with distributors to expand our B2B partner network in Tier 2 and Tier 3 cities, supported by technical training and sales enablement.
We will also help partners broaden their offerings by building their capabilities in standalone solutions such as ESET Cloud Office Security, ESET Secure Authentication and encryption. Cybersecurity awareness training will be another priority, enabling partners to address the human element of security and support customers’ compliance requirements. To encourage partner participation and reward growth, we plan to launch an incentive programme for B2B resellers. On the B2C front, we will explore new approaches to strengthen both online and offline channels, improve product visibility and reach more consumers.”
Pratik Shah
Director, Goyama SecureTech
Building a Profitable, Trusted and Future-ready Partner Ecosystem
“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.”
Ashish P. Dhakan
MD & CEO, Prama Hikvision India Private Limited
Driving Business Profitability and Sustainable Growth through an evolving Channel Ecosystem
“Hikvision India structures its corporate strategy and channel policies around an insightful framework, engineered to secure both partner profitability and long-term operational sustainability. The policy addresses these two core pillars -
CHANNEL STRATEGY FOR 2027
For 2027, Hikvision India is executing an enhanced channel strategy designed to transition partners from selling standalone hardware to delivering high-margin, fully unified software-driven ecosystems. Our 2027 channel strategy prioritizes local manufacturing, "Make in India" compliance, and cutting-edge software integrations.
Hikvision is empowering its network of over a vast number of channel partners to participate in complex, higher-value B2B projects. Partners are being cross-trained to deploy integrated ProAV solutions, interactive screens running WonderOS, and active LED displays, capturing corporate and institutional markets. Besides, to ensure partners can win major regional tenders, Hikvision is backing the channel with a massive, localized physical footprint, strategically moving into Tier-II and Tier-III cities through a physical framework that spans over pan India locations, branches and network. Hikvision is also leveraging the localized manufacturing plant near Mumbai to build customized, cost-effective stock natively, removing long international shipping delays for channel partners.”
ENSURING PARTNER PROFITABILITY
Driving partner profitability is our core focus - Hikvision India protects its ecosystem's margins and commercial viability through structured channel advantages managed via the Hikvision Channel Partner Program. Partners benefit from dedicated project registration, which safeguards their business development efforts and provides special price support to prevent margin erosion from unauthorized competition. Our Growth Incentives & Rebates policy implements tiered financial incentives, bonus programs, and milestone rewards to reward partner performance and volume compliance.
Ensuring Business & Environmental Sustainability - Hikvision India channel operations policy integrates risk management and sustainable practices to keep partners resilient in an evolving regulatory market. By incorporating stringent frameworks, Hikvision ensures its hardware meets top-tier international standards for data safety and product quality, insulating partners from compliance liabilities. As end-users increasingly demand green solutions, Hikvision updates its catalog with energy-efficient AIoT systems, solar-powered setups and eDVR series that cut energy consumption significantly.
Arijit Dey
Channel Head - India & SAARC Region, Zoom
Zoom Enhances Partner Programme with Greater Enablement, Engagement and AI Opportunities
“Zoom is very focused on our channel-first strategy across India and SAARC. Our vast and specialised partner ecosystem is central to how we bring Zoom’s innovations to customers across India and SAARC. As organisations increasingly look beyond standalone productivity tools and AI to improve how work gets done, we help our partners deliver greater value to customers and capture new opportunities.
Our approach to AI is grounded in responsible innovation, with privacy, safety, and security by design principles applied across our products and capabilities. While our core channel strategy is consistent globally, we localize it for India’s unique use cases and the way customers here engage with organizations.
CHANNEL STRATEGY FOR 2027
We will continue to work to strengthen our channel-first approach through the Zoom Up Partner Program, empowering partners with enhanced tools, streamlined processes, deeper engagement opportunities, and expanded access to Zoom’s growing portfolio of workplace, customer experience, and AI-powered innovations. We are actively expanding our India & SAARC partner ecosystem, working with leading ecosystem partners to bring our AI-powered solutions to customers throughout the region. Creating a Partner Self Service is key as we move into 2027. It’s not just a process change; it's a commitment to helping our partners be more self-sufficient, competitive, and successful in the market. Zoom is expanding into the CCaaS ecosystem in India, with leading CX partners bringing Zoom’s AI-powered Zoom CX solutions to enterprises and BPOs. Looking ahead, we will focus on deepening partner engagement, accelerating channel-led growth, and empowering partners to help organizations turn conversation into completion.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
Within the Zoom Up Partner Program, partners are assessed on separate, tailored tracks for Resale and Agency Partners. This helps ensure measurement and rewards are relevant to their specific business models. The Zoom Up Partner program is uniquely designed to help protect partner interest that aligns opportunities to the partner with maximum support from Zoom to help close and co-own the opportunities. Through the Zoom Up Partner Program, partners are equipped with enhanced tools, enablement and support to help strengthen their expertise across Zoom’s system of action and help accelerate their go-to-market efforts. A dedicated solution engineering team runs regular enablement sessions and AI-focused bootcamps, so partners can take Zoom’s message to their customers.”
Venkata SR Datla
Director - MSP & Channel Sales- APAC, Versa Networks
Versa: Building Partner Success Through a 100% Channel-Led Approach
“Trust rests on clear rules applied consistently and a vendor whose success depends on the partner’s. Being 100% channel-led, our field teams bring partners in from the first customer meeting.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
Three things set the Versa ACE Partner Programme apart: we never compete with partners, partners choose their model, and we remove friction.
Versa is 100% channel-led, so no direct route competes for the same customer. Partners can specialise in Versa Titan or SASE, and can resell, deliver professional services, or run fully managed services. Indian partners deliver managed SASE from in-country data centres, meeting data-residency needs. Joining, Versa Academy training, and certification are free, and certifications belong to the individual. Deal registrations and MDF requests are decided within three business days, and Versa writes co-branded case studies at no cost. This earned a 5-Star CRN Partner Program Guide rating for five consecutive years.
CHANNEL STRATEGY FOR 2027
Our goal is to make the ACE Partner Programme the most productive route to SASE growth, through three priorities underpinned by joint demand generation measured by pipeline and revenue.
1. Grow services-led revenue with MSPs, MSSPs, and service providers. Running one platform in the cloud, on-premises, or a partner’s data centre makes partner-hosted and sovereign managed SASE a major opportunity in India.
2. Extend reach through distribution. With Inflow Networks, Exclusive Networks, Truvisor India, and Ingram Micro India, we will enable VARs and integrators in the mid-market and beyond the metros.
3. Lead the Secure AI conversation. As organisations adopt generative AI, they need visibility and data protection for AI traffic. We will equip partners to lead with Versa's GenAI Firewall, AI-powered DLP, and Zero Trust capabilities, opening new conversations with CISOs and CIOs.
Underpinning all three is joint demand generation measured by pipeline and revenue, not activity. Our commitment is simple: when our partners grow, Versa grows.”
Rajeev Gupta
Director – Sales (India & SAARC), Sophos
Sophos Focuses on Partner Success Through Recurring Revenue and Service-Led Growth
“At Sophos, we have always operated as a channel-first, channel-best organisation. Partners are central to how we reach customers across India’s diverse market, so our channel policy is designed to support their profitability and long-term sustainability rather than focus solely on headline margins.
Our partner programme offers structured commercial benefits, growth rebates and incentives that recognise partner commitment and performance. Partners can also build recurring revenue through managed security services, particularly Sophos Managed Detection and Response (MDR), which is trusted by 40,000+ organizations worldwide, we can also integrate with 500+OEMs in our Sophos Fusion-AI native Cyber Defense system. These service-led models help partners develop deeper customer relationships and create sustainable business opportunities beyond transactional product sales.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
What makes our programme partner-friendly is our focus on reducing operational complexity while strengthening partner capabilities. Through initiatives such as Partner Care, dedicated channel support, the partner portal, technical training and certifications, we help partners access the resources needed to grow. Our MSP Elevate programme supports recurring service growth through predictable monthly commitments, flexible consumption billing and incentives linked to service expansion. The Sophos Fusion platform further helps partners manage security services efficiently. Our commitment to this ecosystem was reinforced when Sophos was named a Champion in the 2026 Omdia Cybersecurity MSP Ecosystems Leadership Matrix.
CHANNEL STRATEGY FOR 2027
Looking ahead to 2027, our focus will be on helping partners acquire new customers, expand existing relationships and capture opportunities across endpoint, network, email, cloud and managed security services. We will continue to strengthen our services-led approach through Sophos MDR , Sophos XDR, NGSIEM. We also see opportunities for partners to expand into strategic security advisory services through Sophos CISO Advantage, alongside growing customer requirements around compliance, risk management and cyber resilience.
Our goal is to help partners move beyond transactional selling towards long-term customer relationships built on expertise, recurring services and measurable security outcomes. When partners can grow profitably, deliver differentiated value and trust the ecosystem they work within, both partners and Sophos are positioned for sustainable growth.”
Kuntal Vahalia
SVP of Channels, Alliances and Sales, Freshworks
Freshworks’ Channel Strategy Transitions From Ecosystem Expansion to Partner-Led Optimisation
“Freshworks has a strong Partner and Channels DNA. Every account executive at Freshworks is equipped to work with them seamlessly. Once a partner registers an active opportunity, it gets deal protection, and Freshworks or other partners do not compete with the partner for the duration of that registration. Approved partner-sourced opportunities that meet a $5K ARR minimum automatically qualify for elevated deal registration discounts, so the effort of originating a deal is rewarded. We put dedicated resources behind the partner to close the registered deal. Rules of engagement, papering and subcontracting guidelines are written down, so partners and our internal teams know their roles. The portal shows pipeline, commissions and deal status, tier criteria are transparent, and dedicated channel managers handle disputes.
CHANNEL STRATEGY FOR 2027
In FY27, our channel strategy transitions from ecosystem expansion to ecosystem optimization. We are focused on driving deeper alignment, accelerating enterprise capabilities, and capturing new market segments through a highly curated, partner-led approach.
Diversified Routes-to-Market: Formalizing SI and GSI models to co-deliver complex enterprise transformations.
Rationalized Ecosystem: Right-sizing our partner mix to focus resources and incentives on highly committed, top-performing partners.
AI Solution Partners: Cultivating specialized experts to drive advanced AI adoption and build out complex customer use cases.
Elevated Enablement: Upgrading technical training and certifications to ensure partners are as proficient as our internal teams.
Joint Marketing & GTM: Increasing investments in co-selling, MDF, and aligned sales campaigns to accelerate mutual pipeline.
Frictionless Program Design: Simplifying partner operations to remove friction and clearly drive predictable, mutual profitability.
Partner-Led Emerging Markets: Leveraging the local expertise and agility of regional partners to scale efficiently in high-growth geographies.”
Vishal Hegde
Director- Sales, Ingram Micro India
Ingram Micro Leverages Xvantage to Accelerate AI-Led Partner Transformation
“Ingram Micro believes partner profitability is fundamental to building a robust and sustainable technological ecosystem. We aim to assist partners in moving from conventional distribution methods to the point where they can create distinct competencies, tap into emerging growth markets, and achieve long-term business objectives.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
The partner-friendly approach starts with the understanding that each partner has their own priorities for running their businesses, needs from their customers, and aspirations for growth. At Ingram Micro, we leverage our scale and global technology ecosystem to help partners deal with complexities in service and meet evolving needs of customers. Our goal is to streamline the technology lifecycle by providing partners with access to the appropriate solutions, expertise, and enablement at all stages of the customer journey
Additionally, our digital experiential Xvantage platform empowers our partners with improved intelligence, visibility, and efficiency required to achieve excellence in the AI-powered era. Our Xvantage Enable AI Program enables businesses to move from exploring AI opportunities to embracing a success-driven AI journey, which includes identifying the right use case, building capabilities, and scaling with confidence. Moreover, our Xvantage Integration Hub and secure Model Context Protocol (MCP) Server enable partners to connect AI assistants with their systems and workflows, thereby ensuring real-time connectivity between apps, tools, platforms, data and AI assistants. This helps our customers build a more intelligent and connected digital ecosystem.
CHANNEL STRATEGY FOR 2027
Our channel strategy for 2027 involves enabling partners to confidently enter the next phase of technology-driven growth.
One of our priorities is to empower partners to move up the value chain. Instead of conducting product-driven transactions, they should embrace an integrated solution-based approach that would meet complex demands from their customers. To achieve this goal, we are focused on enhancing our digital capability and enhancing partnerships with different vendors who can offer a more success-driven joint value proposition for partners. We are also focusing on enabling our SMB partners to compete more effectively and unlock new growth opportunities in the AI-powered era.”
Vikas Dua
VP - Application, Data & AI Practice Leader, Kyndryl India
Kyndryl Prioritises Enterprise AI, Alliance-Led Growth and Partner Readiness
“Kyndryl’s channel strategy for 2027 focuses on four priorities: driving enterprise AI adoption, accelerating alliance-led growth, strengthening partner readiness and delivering outcome-led solutions. The focus is on helping customers scale AI through AI-ready infrastructure, Agentic AI and AI-enabled operations, while strengthening partner capabilities through training and certifications across AI, Hybrid Cloud and Cybersecurity. Kyndryl will also co-create industry-specific solutions with partners, combining complementary technologies and services to deliver measurable business outcomes and drive long-term growth. Moving forward, the focus will be on deepening technology partnerships, strengthening joint go-to-market initiatives and scaling AI-led modernization solutions to help customers accelerate adoption and deliver business value
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
The programme is designed to foster collaboration and drive shared growth through four key areas.
It promotes joint business planning and co-creation enabling partners to align on account plans, develop solutions collaboratively and coordinate customer engagement. Partner enablement is another key focus, with certifications, technical training and knowledge sharing aimed at strengthening solution development and delivery capabilities. The programme also brings together complementary capabilities, combining partner innovation with Kyndryl’s expertise in enterprise IT transformation and services to address complex customer needs. Additionally, it encourages Enterprise AI collaboration with partners working together to develop integrated AI solutions that meet enterprise requirements for security, scalability and operational readiness.
This approach positions Kyndryl as an ecosystem orchestrator, bringing together the strengths of multiple technology partners to develop integrated solutions tailored to customer needs. Through deeper alliances and co-innovation, our goal is to accelerate modernization and AI adoption while addressing enterprise requirements for security, resiliency and scalability.”
Rajshekhar Bhatt
Country Manager India, ECS
ECS Aligns Business Growth with Partner Profitability
“For us, our partners are an important part of our business, and their profitability is essential for long-term growth. We believe in having a fair and transparent business approach, offering the right products, competitive pricing and the necessary support to help our partners grow. Our focus is not just on selling products, but on building long-term relationships where both ECS and our partners can grow their business sustainably.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
We understand that our partners need more than just good products to succeed. They need the right product mix, competitive pricing, timely support and a business relationship they can rely on. Our approach is to work closely with our partners, understand their requirements and help them identify the right opportunities in the market. We believe that when our partners grow, ECS grows with them.
BUILDING TRUST AND PROTECTING PARTNER INVESTMENTS
Trust is built through transparency, consistency and keeping our commitments. We believe in working closely with our partners and maintaining clear communication on pricing, product availability and business opportunities. Deal protection is also important because partners invest their time and effort in developing customers. Our aim is to ensure that partners feel confident investing in ECS and building the business with us over the long term.
CHANNEL STRATEGY FOR 2027
Our focus for 2027 will be on strengthening our channel network and creating more opportunities for our partners in India. We want to expand our reach, improve product awareness and focus on solutions that meet the changing needs of customers. Along with our existing partners, we will look at developing new opportunities in different market segments. The objective is to build a sustainable business where ECS and our partners can grow together.”
Dhiraj Narang
Director and Head of Partnerships – India, Snowflake
From AI Experimentation to Production: Snowflake’s 2027 Channel Strategy
“Trust starts with transparency and alignment around shared customer outcomes. We support this through sales alignment and co-selling, helping partners work with our teams, while building their own services and solutions. Our partner ecosystem also brings together system integrators, cloud providers, resellers and technology partners to address customer needs together.
PARTNER PROFITABILITY AND SUSTAINABILITY
Our approach is to help partners create sustainable businesses through differentiated expertise, scalable, industry-specific solutions and stronger routes to market. Through the Snowflake Partner Network (SPN), we support co-selling, technical enablement and opportunities to develop and monetise industry-specific solutions through the Snowflake Marketplace.
We also enable qualified partners to resell Snowflake as part of integrated customer solutions, creating additional commercial opportunities. Our September 2026 SPN enhancements further support this with up to five times more demo and development credits for Services partners, alongside expanded co-marketing opportunities. With this, we want partners to leverage Snowflake Coco to create solutions that enable customers to adopt Snowflake capabilities across real-world industry use cases and deliver measurable business outcomes.
CHANNEL STRATEGY FOR 2027
Our 2027 focus is to help partners accelerate the move from AI experimentation to production and become strategic co-creators of industry-specific solutions. As enterprises embrace agentic AI, and Snowflake’s pre-eminent agentic control plane positioning, our partners will have an increasingly important role in combining trusted enterprise data, AI and applications to solve industry-specific challenges securely and at scale. We will continue strengthening partner skills and routes to market through SPN Learn, Snowflake University, Partner Champions and newer initiatives such as the Selling Snowflake Foundation learning track. As adoption of capabilities such as Snowflake CoCo and CoWork grows, our priority will be to give partners the expertise and support to translate these innovations into practical customer outcomes across industries. The opportunity is already reflected in adoption of our newer products. As of July 31, 2026, Snowflake CoCo had reached 9,100+ accounts and Snowflake CoWork 5,800 accounts. We foresee partners increasingly becoming strategic co-creators of industry-specific AI solutions.”
Ajay Biyani
Senior Vice President - APJ, Securonix
Securonix Elevate Partner Program Ensures Partner Profitability and Long-Term Sustainability
“Securonix channel policy is anchored by our global Securonix Elevate Partner Program, which ensures partner profitability and long-term sustainability through a "partner-first" collaborative framework.
We invest in our partners through enablement, technical training, responsiveness, executive engagement, and shared accountability for customer success. Tools, resources, and education partners require are provided to build successful security practices around the Securonix Unified Defense SIEM platform and the ThreatQ Threat Intelligence Platform. We offer world-class training, certifications, sales and technical enablement, joint go-to-market planning, executive sponsorship, and responsive support. The program offers attractive margin protection and lucrative incentive plans, protecting partners’ financial interests and profitability.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
The Elevate program offers fee-free participation, competitive pricing, margin protection, and incentives designed to support partner profitability. Complimentary sales training helps partners strengthen their cybersecurity expertise and customer engagement. The Securonix Partner Portal serves as the central hub for sales, technical, marketing, and operational resources. It gives partners on-demand access to the latest tools, training, and enablement needed to position, sell, deploy, and support Securonix solutions throughout the customer lifecycle. As part of our Partner-First philosophy, the portal helps accelerate time-to-value, improve partner productivity, and ensure partners have the resources needed to deliver stronger customer outcomes.
CHANNEL STRATEGY FOR 2027
Our 2027 channel strategy is focused on three priorities: moving to a 100% distributor-led model across APAC, expanding into new markets such as Japan, and accelerating growth through a stronger partner ecosystem. The distributor-led model will give partners greater ownership of market development, recruitment, enablement, and demand generation, helping us scale more efficiently across the region. In Japan and other high-potential markets, we will work with local distributors and strategic partners to build market presence and long-term customer trust. We will also continue investing in partner differentiation, particularly across the MSSP ecosystem. Securonix will help partners deliver advanced security analytics, modern SIEM capabilities, and services that address emerging requirements around AI, behavioral analytics, and anomalous activity across users, entities, and AI agents. Success will be measured through partner-led revenue growth, new customer acquisition, market expansion, and the ability of our ecosystem to deliver sustainable customer outcomes.
Sukhdeep Singh
Head - Channels Sales, Asia-Pacific & Japan, SolarWinds
Partner First, Always: How SolarWinds Builds Profitable Partner Businesses
“For us, partner profitability starts with our Partner First strategy. We deliberately do not build a direct services organisation that competes with our partners. Instead, we want partners to own and grow the services and opportunities around the customer relationship, supported by the SolarWinds platform, enablement, and customer-success resources.
That model allows partners to build value beyond the initial sale through implementation, managed and professional services, subscription renewals, and multi-year agreements. As more customers ask for multi-year contracts, partners benefit from greater certainty around future revenue, customer planning, and related service opportunities.
Our commercial model reinforces this approach. Deal registration can provide enhanced margin and additional support for approved opportunities. We also offer back-end rebates for eligible partners and incumbency protection for eligible license renewals in subsequent years, subject to program terms. Together, these mechanisms help protect partner investment and create a cascading benefit across both the top and bottom lines.
A UNIQUELY PARTNER-FRIENDLY PROGRAMME
We want our partners to have the right support to drive their business forward.
That Partner First principle carries through into how we work with partners day to day. We want partners to see SolarWinds not simply as a vendor, but as a platform and growth partner that helps them create customer value and expand their own businesses.
Being partner-friendly means making it worthwhile and manageable for partners to invest in SolarWinds over time. We aim to give partners a clear path from identifying an opportunity through closing, renewal, expansion, and services delivery, with structures that reward investment and support long-term ownership of the customer relationship. This helps partners build their businesses rather than simply transact around a product.
Our enablement model is designed to make that growth practical, with certifications, specializations, marketing resources, and portal support helping partners build capability and respond to changing customer needs. That combination of Partner First behaviour, partner economics, and practical support is what we believe makes the experience genuinely partner-friendly.”
Himanshu Kumar Gupta
Senior Director, Government Business & Channels, India and SAARC, TrendAI
Powering a Value-Led, Services-Driven Partner Ecosystem for 2027
“Profitability has to come from the value a partner delivers and not only from resale margin. Our programme rewards partners through competency rebates, deal participation, co-selling support and recognition of the services and consulting revenue they influence. That pushes partners towards managed security, SOC and incident response, where revenue recurs and customer relationships last. Adoption of TrendAI Vision One for Service Providers has grown 759% globally, reflecting strong momentum and increasing demand across the service provider ecosystem. For sustainability, Trend Campus and the Partner Ninja programme build skills partners can take to customers, and four tiers (Registered, Skilled, Expert and Elite) let them grow from selling licences to running outcomes.
TrendAI also places a strong emphasis on partner success through initiatives such as Trend Campus, which offers role-based training and certifications, and the Partner Competency Programme, which assesses and certifies partner maturity while recognising and rewarding value creation
CHANNEL STRATEGY FOR 2027
Our direction is to turn partners from resellers into cyber resilience advisors, with three priorities.
Services: more partners delivering managed detection and response and SOC co-management, which matters as states build SOCs under the MeitY mandate
AI security: enabling partners to help customers secure AI applications, agents and infrastructure through TrendAI Vision One, including AI risk assessment and red teaming
Reach: deeper enablement for partners beyond the metros, and for government and critical infrastructure
Overall, our strategy is to measure what matters, incentivize quality over quantity, and reward partners across the entire journey, from enablement and engagement to POCs, demand generation, and deal wins. By focusing on meaningful partner investments and measurable customer outcomes, we aim to help partners build lasting customer relationships, earn trust, and grow their businesses while strengthening their customers’ cyber-resilience.”
Akshay Balaganur
Co-Founder & CEO, LinkEye | Co-Founder, Airowire Networks
Driving Partner Profitability through Agentic NetOps and Shared Growth
“LinkEye is an AI-centric network observability platform that gives an enterprise’s AI eyes and ears into its network. Its MCP server lets Claude or any MCP-compatible model connect in minutes and work from scoped, governed, live telemetry across multi-vendor WAN, LAN, Wi-Fi and ISP circuits. With LinkEye, network operations move from probabilistic guesswork to deterministic, fact-based answers.
LinkEye is focused on building a partner ecosystem that delivers sustainable business value through collaboration, innovation and recurring revenue opportunities. Its partner programme is designed to help partners build profitable, scalable businesses around its Network Observability and Agentic NetOps solutions. The strategy centres on five key areas: competitive partner margins, recurring revenue opportunities, services-led profitability, market expansion and long-term customer value. Through consulting, implementation, integration, training and managed services, partners can diversify revenue streams while helping enterprises improve network visibility, reliability and operational efficiency. A partner-first philosophy underpins LinkEye’s programme, with an emphasis on technical and sales enablement, joint go-to-market initiatives and flexible engagement models. Whether working with value-added resellers (VARs), system integrators (SIs), managed service providers (MSPs), distributors or technology partners, LinkEye aims to provide the resources and collaboration needed to identify opportunities and deliver measurable customer outcomes. Building partner trust is equally important. LinkEye emphasises transparent commercial policies, opportunity registration, deal protection and clearly defined account ownership to minimise channel conflicts.
VISION FOR 2027
Looking ahead to 2027, LinkEye aims to expand its channel footprint and accelerate the adoption of Agentic NetOps as a next-generation approach to enterprise network operations. Its priorities include strengthening relationships with networking solution providers, engaging system integrators serving large enterprises, enabling MSPs to offer intelligent network operations, expanding regional coverage through distributors and building complementary technology partnerships. Ultimately, LinkEye's vision is to move beyond traditional network monitoring towards intelligent, automation-driven operations, creating new growth opportunities for partners while delivering lasting value to customers.”
SHRINIVAS TIMMANAGOUDAR
HEAD – SALES, PRODUCTS & SOLUTIONS, TVS ELECTRONICS
Accelerating Channel Growth in an AI-Driven Business Landscape
“TVS Electronics is investing in partners across distributors, system integrators, resellers and solution providers with a focus on enabling them with the right products, technical training, pre-sales support and market development. Our approach is to move beyond a traditional reseller model and build a stronger, more capable partner ecosystem. We are also focusing on building deeper capabilities in emerging areas such as AIDC, mobility, POS and digital solutions. Our objective is not simply to increase the number of partners but to help our partners create more value for customers and build sustainable businesses. We see the channel as an extension of our organisation and therefore partner capability, profitability and customer experience are equally important to us.
DRIVING PARTNER GROWTH AND PROFITABILITY
We are moving from a purely transactional channel approach to a value based partnership model.
We want our partners to have revenue not only from hardware sales, but also through solutions, integration, services and recurring customer engagement. We are therefore working on product wise and solution wise partner programmes, technical enablement, demonstrations, pre-sales support and market development initiatives. We also want partners to specialize in sectors where they have strong customer relationships such as Enterprise, retail, manufacturing, logistics, BFSI and government. Ultimately, our success is linked to partner success. A partner who has healthy margins, predictable business and strong customer relationships is more likely to invest in the market and grow with us.
HELPING SMALL BUSINESSES GROW
AI is changing the way businesses operate, but AI by itself doesn't create business value. It needs to be connected to the physical processes of an organisation. Our role is to provide the technology infrastructure that enables enterprises and SMEs to digitise those processes, whether it is point-of-sale, printing, barcode and RFID-based identification, mobility, inventory management or other connected solutions. We therefore see our solutions as an important layer connecting the physical world with digital and AI-driven decision-making.”
C.R. Sriram
Zonal Sales Manager-South, Dynabook India
Creating a Future-Ready Partner Ecosystem through AI and Innovation
“We are strengthening India's channel ecosystem by continuously equipping our channel partners with the latest knowledge and skills in the rapidly evolving AI landscape. Through updated training modules, workshops, and enablement programs, we ensure partners stay informed about new technologies, solutions, and market opportunities.
We bring world-class expertise directly to our partners through a combination of face-to-face engagements, knowledge-sharing sessions, and targeted email communications. This approach enables us to deliver timely insights, foster deeper collaboration, and help our partners build the capabilities needed to drive customer success and business growth in the AI era.
DRIVING PARTNER GROWTH AND PROFITABILITY
Our partner growth strategy is built around helping partners integrate AI capabilities into the business ecosystems they already serve. Rather than focusing solely on product sales, we encourage partners to combine AI-driven solutions with their existing industry expertise, enabling them to create higher-value offerings and unlock new revenue streams.
A key pillar of our approach is sustainable profitability. We work closely with partners to ensure healthy margins, long-term business viability, and recurring growth opportunities. Through AI-ready devices, solution-led engagements, training, and go-to-market support, we help partners position themselves as trusted advisors in their customers' digital transformation journeys. We also invest in enabling partners with the knowledge and skills required to address emerging AI use cases across enterprises and SMEs. By empowering them to deliver innovative, productivity-enhancing solutions, we help them strengthen customer relationships, differentiate themselves in the market, and build profitable, future-ready businesses.
Ultimately, our success is measured by our partners' success, and we remain committed to fostering a collaborative ecosystem that drives growth, innovation, and sustainable profitability for all stakeholders.
HELPING SMALL BUSINESSES GROW
We help Indian enterprises and SMEs stay competitive in the AI era by providing best-in-class AI-powered endpoint devices that combine performance, security, and mobility. Our AI PCs and laptops are engineered to handle modern AI workloads locally, enabling faster data processing, enhanced productivity, and improved user experiences without relying solely on cloud resources.”
Shridhar Kadam
CEO, Digisol Systems
Scaling Partner Success through Skills, Capabilities and Enablement
“India's channel ecosystem is evolving from a distribution-led model to a capability-led model. At Digisol, we are building that capability through structured partner programmes such as League of Champions, T2 GO MAX and SI Premier League. These programmes reward sustained performance and create stronger business engagement with our distributors and system integrators. We are also investing in technical certifications, product training, marketing enablement and partner support through the Digisol Alliance Partner Program. The objective is to help partners build stronger technical capabilities, engage customers better and improve profitability.
DRIVING PARTNER GROWTH AND PROFITABILITY
We are moving from a purely transactional channel model towards a partner value model. We give partners multiple levers for growth, including performance-linked incentives, technical capability, demand generation and stronger customer support. Programmes such as T2 GO MAX and LOC recognize sustained business performance, while our training and enablement initiatives help partners build technical and solution-selling capabilities. Through DAPP and the Digisol Alliance Partner Program, we are also making partner services and support more accessible. Our focus is not only on the revenue a partner generates for Digisol. It is on building sustainable and profitable business for both the partner and the brand.
HELPING SMALL BUSINESSES GROW
Digisol provides the underlying connectivity through switching, wireless, FTTH and structured cabling solutions. This helps businesses build the network capacity needed for increasing data demands. From a business perspective, stronger infrastructure enables organisations to scale digital applications and adopt new technologies with greater confidence. From a productivity perspective, reliable connectivity reduces downtime, improves access to applications and data, and helps employees work more efficiently. We see network infrastructure as a critical foundation for AI-led growth.”
