As cybersecurity, data protection, and digital infrastructure become increasingly critical for businesses, the technology distribution landscape is also evolving toward more value-driven and solution-focused models. In this exclusive conversation with Rajeev Ranjan, Editor, Digital Terminal, Suresh G, Vice President, eCAPS, shares his perspective on eCAPS’ growth, solution-led strategy, portfolio expansion, partner enablement, and emerging opportunities in India.
Rajeev: Could you give us an overview of eCAPS' business growth in FY 2026-27?
Suresh: FY 2026-27 is progressing positively for eCAPS. Our major focus areas this year are cybersecurity and storage, backup and data-protection solutions, supported by our established networking business. We are strengthening our portfolio, technical capabilities and channel reach with a clear focus on solution-led, sustainable growth.
Rajeev: Over the years, how has eCAPS' role evolved from being a distributor to becoming a strategic technology partner for brands?
Suresh: eCAPS has evolved from traditional distribution into a value-added technology partner. Today, we support our OEMs and channel partners through market development, technical enablement, pre-sales support and solution design. Our focus is not just on moving products, but on helping partners build sustainable solution-led businesses.
Rajeev: With AI, cloud and new cyber threats changing the security landscape, how is eCAPS evolving its portfolio to address these trends?
Suresh: We are continuously strengthening our cybersecurity portfolio across AI-driven threat protection, firewalls, EDR/XDR/MDR, data security, identity and privileged-access management, vulnerability management, GRC and certificate security. At the same time, we are increasing our focus on backup, disaster recovery and ransomware-resilient data protection to address growing business-continuity requirements.
Rajeev: How is eCAPS helping its partners identify new business opportunities as customer technology requirements evolve?
Suresh: We help partners move beyond product selling by providing technical enablement, pre-sales support and solution-oriented engagement. Our broad portfolio enables partners to identify opportunities across cybersecurity, networking, data protection, identity security, mobility and infrastructure within their existing customer base.
Rajeev: What changes are you seeing in the way enterprises and SMBs approach cybersecurity investments today?
Suresh: Cybersecurity is increasingly being viewed as a business necessity rather than just an IT requirement. Enterprises are looking for integrated security and stronger visibility, while SMBs increasingly prefer manageable and subscription-based solutions. Across both segments, data protection, ransomware resilience, identity security and business continuity are becoming key priorities.
Rajeev: What are the key growth opportunities and strategic priorities for eCAPS in the Indian market going forward?
Suresh: Cybersecurity and storage, backup and data protection will be major growth areas for eCAPS this year. We will continue strengthening our technology portfolio, expanding our channel ecosystem and investing in technical enablement. We also see significant opportunities in Tier 2 and Tier 3 markets as organisations increase their investments in security, data protection and digital infrastructure.
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