Himanshu Kumar Gupta
Senior Director, Government Business & Channels, India and SAARC, TrendAI
“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.”
