The technology landscape is undergoing one of the most profound shifts in decades, fuelled by the rapid acceleration of digital transformation and the mainstream adoption of artificial intelligence (AI). Enterprises today are no longer content with incremental improvements; they are reimagining business models, processes, and customer engagement strategies to stay competitive in a hyper-digital marketplace. At the center of this transition lies a critical force often working behind the scenes—Value-Added Resellers (VARs). Far from their traditional role as intermediaries, VARs have become strategic partners, enabling original equipment manufacturers (OEMs) and technology vendors to meet evolving enterprise demands with agility and innovation.
A defining marker of this new era is Gartner’s prediction that by 2030, nearly 80% of enterprise applications will be powered by multimodal AI, up from less than 10% in 2024. This leap underscores the scale of transformation underway, as generative AI evolves to process and synthesize text, images, audio, video, and numerical data into actionable intelligence. Industries such as healthcare, finance, and manufacturing will be profoundly reshaped, with enterprises gaining real-time insights, predictive recommendations, and enhanced operational efficiency. Beyond AI, emerging technologies like quantum computing, blockchain-based digital identity, and advanced automation are also set to redefine industries and unlock new business opportunities in 2025 and beyond.
For VARs, this transformation is both a challenge and an opportunity. The challenge lies in moving beyond the perception of being mere resellers to establishing themselves as trusted transformation leaders who design, implement, and manage complex digital solutions. The opportunity comes from their unique position as a bridge between OEMs and enterprises, giving them the ability to translate cutting-edge technologies into tangible business outcomes. Increasingly, VARs are delivering AI-powered, cloud-enabled, and security-driven end-to-end infrastructure solutions that align with global innovation standards while addressing the local needs of enterprises.
Recognizing this pivotal role, this issue of VARINDIA puts the spotlight on leaders driving this transformation. These individuals are not only building expertise in critical domains such as hybrid cloud, cybersecurity, wireless networks, and data storage but are also redefining leadership by inspiring innovation and guiding their organizations through digital disruption. Their vision, adaptability, and ability to align with shifting technology trends mark them as true catalysts of change in the IT ecosystem.
Against this backdrop, VARINDIA sought insights from prominent VARs to understand how they are building expertise in emerging technology areas, evolving from resellers to transformation partners, and identifying new growth opportunities in FY 2025–26 and beyond. At the same time, discussions explored the challenges they face, from market pressures to the shortage of skilled technical experts. Complementing this, leading OEMs shared their perspectives on the evolving role of VARs as transformation leaders, the integration of technologies such as AI, cloud, and edge computing into their offerings, and how they are empowering partners in a market where direct-to-enterprise models are gaining traction. Together, these perspectives provide a holistic view of how VARs are stepping up as indispensable transformation leaders in today’s dynamic technology ecosystem.
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Embedding AI and cloud to power next- gen business transformation
ANUJ GUPTA
CEO & DIRECTOR (INDIA, SEA, ME) - HITACHI SYSTEMS INDIA
Our growth is being driven by several high-impact emerging technologies. Key areas include AI and Generative AI, where we are embedding intelligence into predictive analytics, AIOps, SecOps, and CRM. Cloud modernization is foundational, with hybrid and multi-cloud architectures playing a key role in enhancing customer agility. In cybersecurity and Zero Trust, we offer a comprehensive suite of products, platforms, and solutions. Our focus areas include SOC modernization, managed detection and response (MDR), and regulatory compliance.
Observability is critical, especially in B2C domains like BFSI and payment processing, where uptime, latency, and app performance metrics directly affect CSAT, churn, and brand value. We also offer full-stack GRC platforms covering the entire compliance spectrum. To build expertise, we are investing in Centers of Excellence (CoEs) in AI, Cloud, and Security, forging strategic partnerships with hyperscalers, OEMs, and AI-first startups, and driving upskilling through certifications, labs, and innovation pilots.
Our role has evolved beyond resale—we now operate as solution integrators, managed service providers, and transformation partners, often engaging early in the digital strategy lifecycle. Looking ahead to FY 2025-26 and beyond, we see strong opportunities in public sector and BFSI modernization, AI-led automation, data privacy, SMB digitization, and IP-led platforms. We continue addressing talent shortages and integration challenges through training, unified platforms, and automation.
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Accelerating security transformation with emerging tech and consultative approach
MOHAN KUMAR TL
DIRECTOR, NETPOLEON INDIA
At Netpoleon India, we are witnessing exponential traction in emerging areas like Network Access Control (NAC), Secure Access Service Edge (SASE), OT Security, Next-Gen SIEM, and Email DLP. These are not just buzzwords—they form the backbone of modern enterprise security frameworks, especially in a post-pandemic, cloud-first, hybrid work environment. To build expertise, we’ve invested heavily in solution engineering, technical certifications, and pre-sales enablement. Our aim is to empower Indian enterprises to adopt a proactive security posture that spans IT to OT and endpoints to the cloud. We also conduct CISO roundtables, technical bootcamps, and partner development programs to support the ecosystem.
The term 'distributor' no longer reflects our role. Netpoleon India has evolved into a true value- added distributor and cybersecurity advisor. We focus on solving real security gaps through consultative selling, integration support, compliance mapping, and co-managed services for technologies like NAC, SASE, and SIEM. Clients now see us as transformation partners who help de-risk digital journeys and drive security modernization.
Looking at FY 2025–26 and beyond, India’s digital push, smart cities, and data localization are creating growing demand for OT protection, Zero Trust architectures, email and data security, and visibility into industrial control systems. While there’s a real talent crunch in areas like OT and advanced SIEM correlation, we address it through our internal Cybersecurity Enablement Program and by curating only the most effective, enterprise-ready solutions backed by deep technical validation.
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TTBS empowers SMEs as a trusted digital transformation partner
ADITYA KINRA
VICE PRESIDENT, TATA TELESERVICES
The digital landscape is evolving rapidly, with AI, automation, cloud computing, IoT, 5G, and cybersecurity shaping the future of business. Tata Tele Business Services (TTBS) is at the forefront of this transformation by simplifying digital adoption for SMEs and offering industry-specific smart solutions helping them build operational efficiency and enhance customer experience. With the rising need for agile and remote-ready workplaces, we have introduced innovations like Smartflo UCaaS, which brings together voice, video, and collaboration on the cloud, and expanded our security portfolio with Smart Internet and Secured Cloud Connect to deliver real-time threat detection and encrypted access. Our role has evolved from being a plain reseller to a long-term transformation partner. Rather than offering standalone products, we now provide bundled solutions that combine connectivity, security, and cloud enablement in a single package, reducing complexity and cost. Smart Internet integrates malware protection and application prioritization, while Smartflo UCaaS delivers unified communication and CRM-driven insights. With iManage and 24/7 managed services, we ensure SMEs have continuous support for digital adoption.
The SME segment does face challenges, from limited budgets and cybersecurity vulnerabilities to resistance to change, and a shortage of skilled professionals. To address this, we provide intuitive, secure, and easy-to-deploy solutions, supported by 24/7 managed services and consultative engagement. Looking ahead, we see tremendous opportunities in cloud adoption, AI-driven automation, cybersecurity, and last-mile connectivity, especially across tier-2 and tier-3 markets, where digital penetration is accelerating.
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Insight advances digital excellence through ISMAC and MSSP focus
NEEL SHAH
FOUNDER & CHAIRMAN, INSIGHT BUSINESS MACHINES PVT. LTD.
At Insight, our growth is guided by five strategic pillars under the ISMAC framework— Infrastructure, Security, Mobility, Analytics, and Cloud. In Smart Infrastructure, we focus on OT/ IoT integration, network modernization, automation, and intelligent facility management to help enterprises build agile, scalable digital foundations. Our cybersecurity practice is built around Zero Trust architecture, Managed Detection and Response (MDR), and identity governance, supported by our 24x7 NOC/SOC facility for real-time threat detection and response. With Intelligent Mobility, we enhance productivity across hybrid environments through secure access, modern workplace solutions, and endpoint security. In Platform Analytics, we leverage AI/ML, predictive models, and edge intelligence to enable real-time decision-making. For Hybrid Cloud, our CloudOps team ensures secure, scalable, and cost-optimized deployment across public, private, and on-prem platforms.
We have evolved from a reseller to a digital transformation partner by aligning technology with business outcomes. Our engagements start with consulting-led discovery and IT assessments to co- create transformation roadmaps, embedding cybersecurity, edge intelligence, and hybrid cloud orchestration by design.
In FY 2025–26 and beyond, we see strong growth in MSSP services, SOC-as-a-Service, and edge analytics in sectors like BFSI, pharma, logistics, and mid-market GCCs. We are also building smart campuses by integrating infrastructure, automation, and mobility. To address the talent gap, we invest in internal incubation, strategic hiring, OEM-led training, and hands-on labs, ensuring deep expertise and customer-ready delivery.
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AI enablement and cloud governance anchor Crayon’s transformation journey
VENKATARAMAN D., VP - SALES & STRATEGY,
CRAYON SOFTWARE EXPERTS INDIA
At Crayon, we see AI-driven analytics, FinOps, and secure multi-cloud management as pivotal to our growth. As businesses adopt more complex digital ecosystems, there is an increasing need to optimize software investments and improve governance. We are investing in building deep capabilities around AI enablement and software intelligence, not just from a tool standpoint but also from a people and process perspective. By combining our global frameworks with local market insights, we are equipping our teams and partners to deliver measurable business outcomes.
Our role has moved well beyond resale. Today, our focus is on being a trusted advisor who can guide clients through the lifecycle of their digital investments. Whether it is helping an enterprise rationalize cloud spend or enabling an SMB to adopt AI ethically and efficiently, we approach it from a strategy-led perspective. This demands closer collaboration with business stakeholders and stronger alignment between technology decisions and long-term goals.
Looking ahead to FY 2025–26 and beyond, we see strong momentum in AI democratization, cloud cost governance, and managed security services. We see opportunity in helping ISVs and mid- market enterprises accelerate innovation while staying compliant and cost-efficient. A key challenge is the widening skills gap, particularly in cloud architecture, AI implementation, and data protection. We are addressing this through structured upskilling programs, regional centers of excellence, and by simplifying technology choices with clear, customized roadmaps.
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Strengthening partner ecosystem through CBF and advanced solutions
RAJESH GOENKA
CEO, RASHI PERIPHERALS LIMITED
At RP Tech, we see strong momentum across AI-powered computing, hybrid cloud, cybersecurity, and AI data center solutions. These technologies are not only shaping the future of IT infrastructure but also redefining technology consumption across enterprise verticals. We have strategically expanded our portfolio with AI-enabled laptops and PCs to meet the growing demand for intelligent, productivity- first devices. Additionally, our collaborations with global OEMs have helped us stay ahead of the curve, translating innovation into accessible, scalable solutions for end users. We are also investing heavily in capability building. From channel roadshows like CBF to internal technical trainings, we ensure our sales team and partners are fully equipped to position and support advanced solutions.
Over the last 36 years, we have emerged as a value-added distribution partner by moving beyond product fulfilment to becoming solution enablers, delivering after-sales support, integration capabilities, and go-to-market acceleration. Our Channel Business Forum (CBF), which spans 50+ cities, empowers local partners with insights into new technologies, demos, use cases, and hands-on enablement. This consultative approach is especially critical in Tier 2 and Tier 3 markets where we act as both knowledge provider and technology catalyst.
Looking ahead to FY 2025–26 and beyond, accelerating digital adoption across SMBs and the public sector presents significant opportunities. With 50+ branches and 10,000+ partners, we are well-positioned to scale high-impact solutions. While skill gaps remain a challenge, we are addressing them through continuous skilling, enablement programs, and ecosystem empowerment.
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Arrow PC pioneers next-gen transformation with AI, cloud, and edge
GURPREET SINGH
FOUNDER AND MD, ARROW PC NETWORK
At Arrow PC Network, our growth is being driven by high-impact technologies like generative AI, hybrid cloud architectures, and edge computing. We’ve established a dedicated in-house Innovation Lab where cross-functional teams actively experiment with AI-powered automation and real-time analytics use cases. Our strategic partnerships with leading hyperscalers, combined with tailored upskilling programs, ensure our teams stay ahead of the curve. By embedding these technologies into proof-of-concepts for key clients, we’re able to rapidly iterate, validate, and scale solutions that deliver measurable business impact.
Our role has evolved from being a transactional reseller to a strategic transformation partner. Instead of just fulfilling hardware and software requirements, I now work closely with clients on their digital strategy, design complete infrastructure blueprints, and co-lead implementations with our professional services team. This consultative approach allows us to share both the risk and success of delivering mission-critical outcomes. In the coming years, we anticipate strong momentum in AI- powered cybersecurity, cloud-native migrations, and green-IT initiatives. Industries like healthcare and manufacturing will demand integrated IoT-to-edge frameworks and quantum-ready data environments. To meet these demands, we are delivering scalable, modular solutions that balance innovation with operational efficiency. While talent shortages remain a challenge, we address this by fostering a culture of continuous learning—through mentorship, AI/cloud bootcamps, and rotational exposure—ensuring our teams stay agile, skilled, and ready to deliver at scale.
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Niveshan leads AI-driven transformation of India’s digital assets
KUMAR BACHCHAN
FOUNDER & MD, NIVESHAN TECHNOLOGIES INDIA PVT. LTD.
We are at the forefront of building India’s most vital digital assets, from government data centers to smart city frameworks, with AI and ML deeply integrated into their core. Our vision moves infrastructure from reactive to predictive, automating operations, ensuring efficiency, and designing future-proof systems through data-driven intelligence. We don’t operate as a traditional reseller; we are Digital Transformation Partners delivering outcomes, not just products—turning hardware into AI-optimized, predictive, self-managing platforms for national-scale challenges.
The opportunities in FY 2025-26 and beyond are immense: leading next-generation sovereign data centers, advancing AI-powered smart city ecosystems, enabling data sovereignty with edge computing, and driving AI-powered governance across critical public services. We see transformative potential in deploying integrated command and control centers, predictive traffic management, and resource optimization to make our cities truly responsive and efficient. We are shifting focus from simply building digital highways to introducing intelligent traffic control for India’s digital journey.
Challenges like rapid tech evolution, cybersecurity threats, and the global shortage of niche experts are real, but we overcome them through modular, software-defined infrastructure, a ‘Security by Design’ approach, and a strong talent strategy. Through our in-house Niveshan Training Academy, partnerships with leading academic institutions, and a mission-driven culture, we attract and grow top talent. Every project for the Government of India is both proof of our expertise and a learning ground, ensuring India’s digital future is built on an intelligent, unshakable foundation.
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Modernizing enterprises with AI, data, low-code, and sustainability
DEVESH AGGARWAL
CEO, COMPUSOFT ADVISORS
We see AI, low-code development, data & analytics, and sustainability solutions as the four key pillars of future enterprise transformation. We are actively building AI-enabled enterprise applications using Microsoft Dynamics 365, Power Platform, and Azure OpenAI. Our focused Copilot Enablement Strategy involves developing reusable AI agents and industry-specific copilots that automate repetitive tasks, enhance decision-making, and boost productivity. Our Data & AI Center of Excellence supports enterprise-grade implementations of predictive analytics, customer intelligence, and robust data governance frameworks. To build deep expertise, we continue investing in certified consultants and agile service delivery models that enable faster rollouts and cross-functional collaboration across industries. We've evolved from providing transactional IT services to becoming a strategic transformation partner. We co-create modernization journeys in close alignment with Microsoft’s roadmap, offering vertical-specific IPs, modular SaaS solutions, and AI-powered copilots. Our services span the entire lifecycle—from solution consulting and cloud migration to AI adoption, change management, and post-implementation optimization. We also run AI workshops, community knowledge sessions, and training-as-a-service programs to help customers accelerate readiness.
We see strong momentum in modernizing legacy systems with Dynamics 365, enterprise AI adoption, unified data governance, and sustainability reporting. We plan to expand our ISV presence on Microsoft AppSource, launch new SaaS accelerators, and grow across APAC, ANZ, the U.K., UAE, and U.S. To overcome the tech talent gap, we invest in AI certifications, low-code training, agile delivery, and global-local execution.
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LDS Infotech drives digital transformation with cybersecurity, cloud, and AI
AMARNATH SHETTY
MANAGING DIRECTOR, LDS INFOTECH PVT. LTD.
At LDS Infotech, our growth trajectory is being strongly propelled by early alignment with high- impact and emerging technology trends. The key areas driving our expansion include Cybersecurity with Zero Trust Architecture at the core. We’ve built a dedicated security division focused on SASE, EDR/XDR, SIEM, SOAR, Threat Intelligence, Cloud Workload Protection, and Identity Access Management. We are certified partners with several cybersecurity OEMs, and our specialists regularly upskill through hands-on labs, sandbox testing, and OEM-led training.
In Cloud and Hybrid Infrastructure, LDS is delivering multi-cloud solutions across AWS, Azure, and GCP, managing cloud-native deployments, and providing cost governance and compliance frameworks. We’ve established a Cloud Center of Excellence, where cloud architects and DevOps engineers design scalable and secure workloads. We’re also integrating AI/ML and data analytics into security and IT operations, from predictive monitoring to risk-based user behaviour analytics. In OT and IoT security, especially for manufacturing and infrastructure clients, we’re bridging the IT-OT gap with asset discovery, segmentation, anomaly detection, and compliance hardening.
Our evolution from a traditional reseller to a transformation partner includes leading consultative workshops, digital maturity assessments, and delivering end-to-end managed services. Looking ahead to FY 2025–26 and the next three years, we see strong opportunities in CSP/MSSP offerings, Tier 2/3 market expansion, vertical-focused solutions, AI integration, and ESG technology.
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TechnoBind strengthens cybersecurity play with consulting-led, outcome-driven model
HARIKRISHNA PRABHU
COO, TECHNOBIND SOLUTIONS
At TechnoBind, our growth is increasingly anchored in cybersecurity, where the threat landscape is evolving faster than ever. We are seeing increased enterprise focus on application security, external attack surface management, and AI-driven threat detection. Solutions from vendors like Outpost24 for vulnerability management, BeyondTrust for endpoint privilege security, and Thales for data protection are shaping enterprise defense strategies. Our approach has always been anticipatory—we bring cutting-edge global technologies like Druva, Quest, and Infotrend into the country early, aligned with evolving customer needs. This proactive positioning, along with our Centers of Excellence and domain-led teams, is driving our evolution into a consulting-led services player offering deeper technical and architectural advisory.
TechnoBind was founded on the premise of specialist distribution, and over time, we’ve become a critical enabler in helping partners deliver business-aligned outcomes. As customers shift from tool adoption to outcome delivery, we help partners build offerings that address real-world use cases like ransomware recovery, secure access, and data governance. With strong pre-sales engagement, technical consulting, and services integration, we support solution design, PoCs, and managed services readiness. Our hybrid engagement model—as both advisor and implementer—adds real value as technologies grow more integrated. Cybersecurity in mid-market and regulated sectors presents significant opportunities. We address the talent gap through technical mentoring, lab simulations, and co-sell support, enabling scalable, secure deployments.
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Driving enterprise-ready AI and cloud transformation at Udtechs
KUNAL KATKORIA
DIRECTOR - SALES AND TECHNOLOGIES, UNIFIED DATA-TECH SOLUTIONS
At Udtechs, several emerging technologies are propelling our growth. Generative AI is being rapidly adopted across enterprises for use cases such as AI copilots, chatbots, content generation, and document automation. Cloud-native architectures and multi-cloud integration are also key, providing the scalable infrastructure needed for AI, data, and app modernization. AI-powered automation and hyperautomation are helping businesses streamline operations, while secure and responsible AI practices—focused on governance, compliance, and ethics—are becoming critical differentiators.
We’re building expertise across these domains through structured talent transformation initiatives. This includes upskilling architects, developers, and consultants in AI, MLOps, and data engineering, and creating multidisciplinary teams that combine domain and tech knowledge. We’re also forming strategic partnerships with technology vendors, co-developing go-to-market solutions, and running client-focused AI workshops, PoCs, and scalable MVPs using modular architectures.
Our role as a System Integrator (SI) has evolved from being a technology reseller to a transformation partner. Clients today expect business outcomes, not just tools. We now help them define AI roadmaps, co-create solutions—such as AI-enhanced supply chains or GenAI-based underwriting—and deliver measurable results. Looking ahead, FY 2025–26 and beyond will offer immense opportunity across AI, cloud, automation, and transformation. While talent shortages and rapid tech evolution remain challenges, we are addressing them through aggressive upskilling, reusable accelerators, client readiness services, and strategic alliances.
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Quadra builds future-ready enterprises with GenAI and cloud expertise
PRASHANTH SUBRAMANIAN,
CO-FOUNDER & DIRECTOR, QUADRASYSTEMS.
NET INDIA PVT. LTD.
Our growth is being driven by two interconnected technology areas: Applied AI, especially Generative AI, and Intelligent Cloud Architecture. We see these not as separate domains but as two sides of the same coin—AI providing intelligence and cloud delivering the scalable, secure foundation for it. We are building expertise through dedicated Centres of Excellence across Microsoft, AWS, and Google ecosystems, early adopter programs with hyperscalers such as AWS Bedrock, proprietary frameworks like Quadra AIM, and a culture of continuous learning backed by technical certifications. Equally important is our evolution from a traditional VAR to a true Transformation Partner, which represents the most fundamental shift in our 25-year journey. We have moved from fulfilling transactions to engaging in strategic dialogue about client ambitions, from IT metrics to business outcomes, and from selling individual products to orchestrating entire ecosystems. This shift has elevated our role from IT departments to boardrooms, where we now architect the future of our clients’ businesses.
Looking ahead, we see opportunities in enterprise-scale GenAI adoption and governance, DPDPA- driven compliance and data sovereignty, industry-specific cloud solutions, and sustainable IT. The biggest challenge remains the complexity of the technology landscape and shortage of deep expertise. We address this by acting as strategic architects and by cultivating a resilient, long-tenured team whose institutional knowledge and mentorship culture remain our greatest strength.
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Transforming classrooms and workspaces with scalable AI solutions
MINAL BHAGAT
CO-FOUNDER & DIRECTOR, ENSONIC COMPUTECH PVT. LTD.
At Ensonic, through our brand Ekin, our growth is driven by emerging technologies such as AI- powered collaboration tools and hybrid cloud infrastructure. We’re actively exploring Generative AI for personalized learning and real-time content enhancement, while also tracking blockchain for secure certification and content delivery. To build expertise, we invest in continuous technical training, maintain over 10 experience centres as innovation hubs, and partner with technology leaders to stay ahead. Our focus is on setting up AI Labs and AI Hubs—turning complex technologies into practical, user-friendly solutions that create real impact across education and corporate sectors.
Our role has evolved from a traditional OEM to a true transformation partner for our Resellers and System Integrators. We don’t just supply technology—we design, implement, and support complete digital ecosystems tailored to client needs. Whether it's smart classrooms, hybrid collaboration setups, or integrated learning environments, we add value through customization, training, and comprehensive end-to-end support.
FY 2025–26 and the next three years offer significant opportunities in EdTech innovation, hybrid workspace transformation, and strategic expansion into tier 2 and 3 cities. Despite ongoing challenges such as budget constraints and a shortage of skilled professionals—especially in smaller towns—we focus on simplifying complex solutions, investing in local talent development, and offering hands-on enablement through our network of experience centres. This ensures inclusive, accessible, and scalable technology adoption across all market segments.
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Empowering cybersecurity ecosystems through innovation and partner enablement
ZAKIR HUSSAIN RANGWALA
CEO, BD SOFTWARE DISTRIBUTION PVT. LTD.
As a leading Value-Added Distributor (VAD) in the cybersecurity space, we are driving sustainable growth by leveraging emerging technologies such as AI-powered threat detection, cloud security, and Zero Trust architecture. Our expertise is built through continuous partner enablement, investments in training, certifications, and strong collaborations with global OEMs. We focus on securing cloud platforms and supporting Zero Trust adoption, enabling our partners to deliver advanced, future- ready solutions. Through a combination of technical support, pre- and post-sales services, and market development efforts, we empower partners to succeed in an increasingly complex threat landscape.
Our evolution from a traditional reseller to a true Value-Added Distributor reflects our commitment to providing more than just products. Today, we deliver complete cybersecurity and IT solutions by integrating consulting, customization, training, and ongoing support. As customer environments become more sophisticated, we position ourselves as strategic partners—driving innovation, operational efficiency, and enhanced security maturity. Our role is no longer transactional but collaborative. We co-create value with our partners and customers to help them navigate digital transformation securely and confidently. In FY 2025–26 and over the next three years, we see strong demand for cybersecurity solutions driven by digital transformation, data privacy laws like India’s DPDP, and increased regulatory focus. We are expanding into Tier 2 and Tier 3 markets and addressing talent shortages through dedicated enablement and certification programs.
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Ingram Micro India reshapes channel with Xvantage and emerging tech
VISHAL HEGDE
DIRECTOR – SALES, INGRAM MICRO INDIA
At Ingram Micro India, we see significant growth in cloud services, cybersecurity, AI/ML-driven solutions, data center infrastructure, and edge computing. With enterprises and SMBs across India rapidly embracing digital transformation, these technologies are no longer niche. To support this momentum, we have invested heavily in building domain-specific Centers of Excellence, along with strong pre- and post-sales services. Our digital platform, Xvantage, is also emerging as a central hub to deliver emerging technology solutions at scale by seamlessly connecting vendors and the IT Channel. The role of distribution has fundamentally changed—we are no longer just moving boxes but driving business outcomes. Ingram Micro India has embraced this shift by evolving into a fully digital platform organisation. We have moved beyond transactions to provide services such as Financial Solutions, e-Waste Recycling and IT Asset Disposition, Professional Services, and Marketing Services. Additionally, we are offering tailored industry solutions for key verticals like hospitality and healthcare, enabling partners to deliver complete digital transformation journeys.
FY 2025-26 is shaping up to be a pivotal year, with growth driven by cloud and subscription- based IT consumption, AI-integrated infrastructure, and cybersecurity solutions amid initiatives like Digital India, Make in India, 5G rollout, and rising adoption in tier-2 and tier-3 cities. At the same time, challenges such as skill shortages, rapid tech obsolescence, and price competition persist. We are addressing these through training, certifications, and enablement initiatives, while Xvantage simplifies complexity and accelerates partner growth.
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VARs becoming pivotal in accelerating Digital Transformation
DARSSHAN SOMAIYA
HEAD OF STRATEGIC PARTNER & ALLIANCES FOR INDIA AND THE SAARC REGION, HITACHI VANTARA
“Value Added Resellers play a crucial role in accelerating digital transformation. They help customers choose the right solutions, implement them effectively, and ensure long-term value. At Hitachi Vantara, VARs play a critical role in expanding market reach by delivering tailored data infrastructure and digital solutions tailored to our customer needs. Their local market knowledge, technical depth, and customer focus allow us to expand efficiently into diverse markets. They support us across the full customer lifecycle, propelling our cutting-edge technologies such as data storage, analytics, and hybrid cloud solutions in helping businesses modernize, scale, and succeed with digital transformation.
Enabling VARs Technically & Commercially
We are enabling partners to build strong expertise in next generation technologies such as Generative AI, cloud repatriation, and hybrid infrastructure. These are central to digital transformation goals today. Through our Product Showcase program, we provide partners with demo units and resources to offer proof of concept workshops and technical demonstrations directly from their locations. We also support them with joint go to market planning, training sessions, and marketing content. This combination of technical and commercial enablement helps them deliver solutions faster, increase customer trust, and play a more active role in driving business outcomes.
We work closely with each partner based on their core strengths, whether that is selling, delivering, or implementing. Our focus is on helping them grow through access to training, tools, and market opportunities. These collaborations with our partners strengthen our positioning and garner wide- spread reach for our market offerings.”
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VARs emerging as the true Transformation Leaders in the industry
PIYUSH SOMANI
PROMOTER, MANAGING DIRECTOR AND CHAIRMAN, ESDS SOFTWARE SOLUTION
“The swift moving technology world has made transformations in the way they engage with their business partners and Value-Added Resellers (VARs) have firmly established themselves as true transformation leaders. Breaking beyond the image of strategic advisors, VARs are now bridging the gap between cutting-edge technology and practical business application. Their unique position enables them to understand their clients' nuanced needs and provide tailored solutions that accelerate innovation and digital maturity. The global VAR IT market was valued at approximately USD 11.8 billion in 2024 and is projected to grow to USD 21.5 billion by 2033, with a CAGR of 7.5%. The numbers clearly show the growth and the increasing reliance businesses place on VARs to lead complex digital transformations and ensure technology investments translate into long-term business outcomes.
Role of VARs transforming
Change is the only constant factor in business growth which means more technology vendors will be seen embracing direct-to-enterprise (D2E) strategies which also means the role of the VAR is not diminishing—it is evolving. With vendors pursuing direct engagements with large enterprise clients, VARs continue to provide unmatched value through their localized presence, deep domain expertise, and their swift ability to offer integrated services. Their ability to provide solutions, continuously managing complex regulatory regimes, and establishing long-term relationships makes them invaluable, when it comes to mid-market and underserved areas. In the future, the most successful VARs will prosper by developing vertical expertise, providing managed services, and achieving quantifiable transformation outcomes—areas where a pure D2E model frequently fails to compete.”
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VARs act as key agents of Transformation in the Video Security industry
ASHISH P. DHAKAN
MD & CEO, PRAMA HIKVISION INDIA PVT. LTD.
“The VARs play a crucial role as transformative leaders in the video security industry by providing customized solutions that meet specific business needs. They offer a range of services, including -
• Customization and Enhancement: VARs tailor video security solutions to fit unique customer
requirements, enhancing products with added services and support.
• Comprehensive Solutions: They provide integrated solutions that include hardware, software, and professional services like consulting, system design, implementation, and training.
• Strategic Partner Relationships: VARs form partnerships with technology vendors to source the best components and integrate them into cohesive solutions.
In the video security industry, VARs can reinvent their roles by:
• High-End Security Assessors: Identifying security gaps and assisting customers in selecting the
right products and services to bridge those gaps.
• System Integrators: Providing the technical support and implementing the security projects as per
the specified terms and conditions.
• Customer Success Accelerators: Managing customer experiences, from onboarding to expansion of solutions, to ensure customers see value in the products.
• Hybrid Cloud Consolidators and Optimizers: Assisting with cloud deployment and managing high-end cloud services to reduce costs and improve efficiency.
By adopting these roles, VARs can lead the video security industry by providing more comprehensive and integrated solutions, enhancing customer experiences, and driving business growth. The role of VARs is likely to evolve significantly as technology vendors invest in direct-to-enterprise models."
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VARs transforming themselves as Security Advisors to help Businesses Secure their Digital Future
PL SUBRAMANIAN (SUBBU)
HEAD OF CHANNEL FOR INDIA, KASPERSKY
“We are living in an era where cyber threats are evolving faster than ever. Organizations need more than just products—they need partners who can lead them through complex security challenges. Today’s VARs have emerged as transformation leaders in cybersecurity, playing a pivotal role in helping businesses secure their digital future. VARs have evolved from product resellers into security advisors. They are now enablers of end-to-end cybersecurity architecture and navigators within an increasingly complex security ecosystem. In the cybersecurity space, VARs are rapidly evolving their portfolios by integrating next-generation technologies to stay ahead of threats and drive meaningful digital transformation for clients. AI-driven solutions are now essential. VARs are offering platforms that leverage AI/ML for behavior analytics, anomaly detection, and predictive threat hunting. At Kaspersky, we are enabling VARs with strategic solutions such as Threat Intelligence, Next-Gen XDR, OT Security, Network Security, and Cloud Workload Protection. We are also training them to become deployment partners for Kaspersky’s strategic cybersecurity solutions.
Evolution of the Role of VARs
Modern VARs act as trusted cybersecurity consultants, advising organizations on risk posture, threat intelligence, compliance, and regulatory frameworks. Cybersecurity-focused VARs are no longer just resellers—they are transformational leaders who combine deep technical expertise, industry insight, and service excellence to help businesses stay secure, compliant, and resilient. In today’s digital- first world, they serve as the trusted bridge between security innovation and real-world defense.”
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The VARs of the future will be a crucial Driver of Innovation
SANJEEV MEHTANI
CHIEF SALES OFFICER, ACER INDIA
“In today’s fast-changing tech environment, VARs play a pivotal role as transformation enablers rather than just resellers. At Acer, we regard them as strategic allies who connect innovation with real-world execution. From offering guidance to customizing deployments, they support digital transformation across sectors. Their role has evolved from product delivery to trusted consultancy, making them an essential extension of our ecosystem.
Adopting & Integrating Emerging Technologies
VARs are actively integrating emerging technologies such as AI-enabled PCs, cloud-based services, and edge computing into their offerings to meet the changing needs of businesses. We at Acer are witnessing strong adoption of AI, particularly in areas like predictive insights, device-level performance enhancements, and smart collaboration tools.
To support this transformation, we equip our VARs with comprehensive enablement resources, including technical training, sales tools, and deep product knowledge, to help them effectively position and deliver these solutions. Additionally, we collaborate closely on go-to-market initiatives, provide marketing support, and design incentive programs around high-value technologies.
Looking ahead, we see VARs transitioning into more consultative roles and Execution roles with a greater focus on delivering measurable business outcomes over simply providing technology. At Acer, we’re committed to supporting this evolution by strengthening our partnerships, enhancing their digital capabilities, and enabling them to co-create value alongside us. The VAR of tomorrow will be a key innovation enabler, shaping transformation across the enterprise ecosystem.”
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