Trend Micro empowers its partners to serve as trusted advisors to their customers

HIMANSHU KUMAR GUPTA
SR DIRECTOR - GOVERNMENT BUSINESS & CHANNELS, INDIA & SAARC, TREND MICRO

“Trend  Micro’s  success  in  India is linked to our partners; hence, we invest heavily in their success and, indirectly, our success as well. Over the past few years, we have shifted from a transactional to an ecosystem model where partners can develop into trusted advisors  to  their  customers. A significant part of this shift is our enablement framework. Through the Trend Campus platform, partners get the capability to pick up role-based training and certifications, either in sales, presales, or services, thus gaining hands-on experience in areas like AI- powered threat intelligence, advanced detection, and automated risk response.

PARTNER ENGAGEMENT & ENABLEMENT

Our Partner Competency Programme helps to certify a partner's maturity in high-growth areas like Managed Services and Incident Response. Certification not only builds credibility but also opens up more business opportunities and enhanced benefits. In addition, the engagement models have been streamlined, robust technical support has been introduced, and co-selling programs have been initiated. The emphasis is to equip Indian partners with the required skills, visibility, and competitive differentiation required for their transformation from being resellers to actual cybersecurity advisors.

Our channel policy is crystal clear - our success relies on the success of our partners. We work with partners who are ready to transition from the role of resellers to that of strategic advisors and who want to provide lasting value through proactive, AI-driven security solutions. Enablement is the core of our strategy. Partners are equipped with ongoing training, certifications, and updates through Trend Campus so that they are ahead of rapidly evolving threats.”