Zoom's big partner play for India and beyond

A closer look at how a global collaboration platform is doubling down on local partnerships to power growth in India and APAC, transforming its channel strategy with tech innovation, simplicity, and smarter enablement.

- BHARTI TREHAN

In a fast-evolving hybrid world, one might expect video communication players to sit comfortably atop the pile. But Zoom isn't resting. Instead, it is sharpening its regional edge, fine-tuning partner playbooks and simplifying how it collaborates across India and the broader Asia Pacific. This shift is deliberate and driven by a renewed strategy to lean into partner ecosystems. That's where the conversation begins with Jacob Pereira, Head of APAC Partners, Zoom, and Vishal Amin, Channel Head, India & SAARC, Zoom.

Simplifying the complex: Zoom's new channel mantra

For Zoom, the mission is clear: make partnering easier. The company is revamping its ecosystem by moving away from traditional, often rigid models and embracing a partner-led structure that focuses on customer experience. The aim is to provide partners with a streamlined interface, better engagement and support, and a clear path to profitability.

To achieve this, Zoom is overhauling its internal systems to ensure partner touchpoints, from deal registration to support, are frictionless. This isn’t about reinventing the wheel but about removing the unnecessary bolts. It is about helping partners get to their goals faster.

A hybrid-first mindset, tailored for India

The Indian enterprise landscape is hungry for solutions that are both hybrid-ready and flexible. And Zoom is aligning to this need. India is a unique market: price-sensitive, value-driven and hungry for deep support from partners. Recognising this, Zoom is adapting its strategy locally rather than pushing global mandates across the board.