Trend Micro to Sign Up Specialized Partners for India


Trend Micro has announced the launch of its managed detection and response (MDR) services – Trend Micro managed XDR – for the Indian enterprises. To sell its new managed security offerings, the company is looking at recruiting a specialized set of channel partners in India.

Speaking to Channel Times at the CloudSec 2019 – the company’s flagship event for customers and partners – in Mumbai, Nilesh Jain, Vice President, Southeast Asia and India, Trend Micro, said, “The company is already in talks with a new set of partners to manage and sell its offerings in the country and would be on a hiring spree in the next 12 months.”

As its GTM strategy for 2020, the company will continue to strengthen its focus on hybrid cloud security and other digital capabilities and work with select partners in the India and Asian markets, he said.

The Tokyo-based cybersecurity firm had introduced detection and response capabilities across email, network, endpoint, server and cloud workloads through its XDR feature, earlier this year. The new offering aims at enterprises with more comprehensive visibility on internal and external cyber threats, the company said in a statement.

The X in the firm’s XDR solution refers to the most extensive sets of data from more protection points, which is critical to find hidden threats, thereby leading to more accurate and faster detection. The XDR, now available as a 24×7 managed service for full threat analysis, is ideally aimed at the mid-market segment in India (mid-sized enterprises with over 500 employees).

Earlier this year, Trend Micro already announced a slew of partner programs globally opportunities to boost their revenues in the areas of endpoint, data centers, mobile email and cloud solutions. At present, the security provider works with close to 300 active partners in India.  Jain also informed that channel partners contribute significantly to Trend Micro’s revenue.

“With a focus of building a robust channel ecosystem, we are in the process of signing up MSP partners with domain knowledge in coding and API integration,” he said.

Training and enablement would also form a key part of the channel recruitment exercise, so that the partners could take complete ownership of the product and service implementations. This in turn would allow them to build better profitability through future investments in Trend Micro, said Jain, adding that there are exciting opportunities in store for channel partners in India to boost their growth and revenue opportunities in the coming months.

Jain also said that while social media forms a key part of creating awareness and to an extent customer support, the company has a strong partner portal updating regular information and updates to channel partners. By the end of this year, the company would come up with a mobile version of its partner portal, which he believes would make communication with partners more responsive and interactive.

Trend Micro said that its partner ecosystem had recorded growth of more than 100% year-on-year and the company will continue to bank on its partners for greater growth and profitability in the coming quarters.

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