A new blueprint for channel-led cybersecurity

India's cybersecurity landscape is rapidly evolving, and strategic enablement of partners is becoming central. A look at how structured programmes, training and ecosystem-wide collaboration are defining the future of defence

- BHARTI TREHAN [e-mail]

India’s cybersecurity story is rapidly entering a new chapter. This time, it is not being written solely by vendors or customers but by a rapidly evolving partner ecosystem. These are no longer just resellers or middlemen. They are becoming trusted security advisors, guided by programmes that put transparency, capability and context at the centre.

In a recent interaction, Jon Fox, VP Channels and Alliances, APJ, CrowdStrike, shared how the company is placing partners at the heart of its go-to-market strategy. The aim is to build long-term resilience, not just short-term sales wins.

Partner success before product success

The foundation is clear. If partners do not succeed, neither does the vendor. This is not about pushing solutions down a sales funnel. It is about understanding how each partner operates, what they need, and how to help them scale securely and sustainably.

Rather than assuming a one-size-fits-all approach, there is an intentional move to listen to partner challenges in Indiafrom skilling gaps to support infrastructure. The response includes a growing partner team, expanded investment in sales and pre-sales resources, and a partner-centric platform built to support scale.

The goal is not merely to sell more. It is to ensure partners can support, deploy and defend efficiently across diverse customer environments.

Consistency, clarity and commitment