Trellix views the Channel as a Strategic Extension of its Customer Value Chain

SAURABH PATANKAR
CHANNEL LEAD - INDIA, 
TRELLIX

At Trellix, our channel strategy centers on shared growth, recognizing that our success is tied to our partners. We focus on delivering advanced cybersecurity outcomes through our platform while ensuring partner profitability and long-term sustainability. We have shifted from rigid programs to an outcome-based engagement model, allowing partners to choose paths that fit their business, such as solution integration or managed services. Regular feedback, regional engagements, and clear structures ensure our policies adapt to partner needs and market changes.

BUILDING PARTNER TRUST

Trust and loyalty in our ecosystem come from consistency, transparency, and co-creation. We’ve invested significantly in partner enablement programs, joint business planning, and co- marketing initiatives that go beyond transactions to build long- term collaboration. Our partner enablement framework includes tailored trainings, hands-on labs, and solution workshops led by our India-based experts. Additionally, our Trellix Partner Portal provides unified visibility into deal registration, training, rebates, and incentives ensuring transparency and faster engagement. We also conduct periodic Partner Advisory Boards in India to hear directly from our top partners, helping us refine programs and respond faster to market changes.

Partners are at the centre of our  go-to-market  strategy  and play a crucial role in helping us scale across India and the SAARC region. Through their local relationships and domain expertise, our partners open doors to verticals such as BFSI, government, critical infrastructure, healthcare, and manufacturing, where trust and compliance are key. We have also seen growing traction with managed security service providers (MSSPs) and cloud-native integrators who are leveraging the Trellix Security platform to build recurring revenue models.