Ajaykumar Joshi Â
Country Manager India, ESET
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“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.”
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