For ESET, partners act as vital connectors between technology and local opportunities

AJAYKUMAR JOSHI
COUNTRY HEAD - INDIA & SAARC, ESET ASIA

“Balancing corporate objectives with partner expectations calls for policies that are both clear and adaptable. Flexibility is key—channel programs offer tailored incentives and enablement opportunities to empower partners as market dynamics shift, especially in fast-evolving areas  like AI and cloud security. Transparent communication and equitable terms create a trust-based relationship, allowing partners to confidently invest in new technologies alongside corporate goals. This collaborative mindset ensures that growth ambitions align naturally, fostering mutual success across diverse market conditions.

UNLOCKING NEW OPPORTUNITIES & MARKETS

Partners act as vital connectors between technology and local opportunities. Their deep market insight enables tailored cybersecurity solutions to reach emerging sectors like healthcare, education, IT- ITES and compliance driven BSFI, and manufacturing. Joint sales and marketing efforts expand reach and build customer trust, opening fresh revenue avenues for both partners and the company. Preparing partners for tomorrow’s challenges requires ongoing education and technology access. Comprehensive training programs empower partners with expertise in AI-driven and cloud-native security, equipping them to articulate value to customers convincingly. By collaborating with technology vendors and investing in R&D, the company ensures its portfolio evolves with the tech landscape. This approach enables partners to confidently adopt and sell cutting- edge solutions that address complex cybersecurity demands ESET AI Solutions. We will also aim to host more events in India like the recent ESET Security Days 2025 held in Mumbai. Looking ahead, we anticipate deeper specialization among security partners, aligned to vertical needs and outcome-based areas such as compliance, resilience, and threat response.”