Strategic foundation of Trend Micro lies in partnerships

HIMANSHU KR. GUPTA
SR. DIRECTOR - GOVT BUSINESS & CHANNELS, INDIA & SAARC, TREND MICRO

Trend Micro’s partner program is the foundation of our enterprise strategy and long-term success, powering 100% of our business in India. Our diverse ecosystem—comprising focus partners, resellers, MSSPs, cloud consultants, and distributors—expands our market reach, deepens customer engagement, and accelerates innovation delivery. Through initiatives like Trend Campus, certifications, and performance-based incentives, we invest heavily in enabling our partners and elevating them to trusted cybersecurity leaders.

Our co-innovation model ensures partner profitability while protecting customers across hybrid IT, cloud, and OT environments. The program is designed to drive business growth, increase the adoption of advanced technologies such as XDR and Zero Trust, and empower partners to offer comprehensive, AI- driven services. Co-branded tools and tailored learning paths strengthen partner expertise and customer retention, creating shared value across the ecosystem.

We also optimize go-to-market costs through scalable training, automated sales tools, and partner-led service delivery. Campaigns like the Trend Cyber Risk Assessment and platforms such as Trend Vision One allow partners to conduct demos and engage customers efficiently, while our digital onboarding and Partner Portal streamline operations and reduce support overhead. Our latest channel strategy focuses on partner transformation by developing strategic advisors equipped to lead in emerging areas like generative AI and cloud repatriation. By aligning partner engagement with Coverage, Competence, and Capability, we’ve improved performance, expanded our presence in growth markets, and reinforced our leadership in the cybersecurity ecosystem.