Elcom Digital is strengthening its position in India’s IT distribution and SaaS ecosystem by combining deep channel reach with its growing focus on cyber resilience solutions through the NoSky platform. As businesses increasingly prioritize secure data management and uninterrupted operations, the company continues to align its strategy with evolving enterprise needs. In an exclusive interaction with DT, Sagar Narang, CEO, Elcom Digital, reflects on the company’s business journey, AI-led innovation and the roadmap for 2026 growth.
Q: Please tell us about your overall business performance in 2025. What have been the most significant factors driving the company’s growth?
A: 2025 was a strong execution year for us. We strengthened our core distribution business and scaled Elcom Digital’s SaaS momentum with NoSky Backup—while staying consistent on service, delivery, and partner trust.
The growth was driven by channel scale, where expansion came through our partner network and tighter execution on the ground. Market conditions also played a key role, as rising cyberattacks and compliance requirements made backup a board-level priority. Along with this, operational discipline improved through better enablement, faster support, and a more structured cadence with teams and partners.
Q: With AI becoming central to innovation, what does your 2026 product roadmap look like, particularly in terms of AI-powered advancements?
A: Our 2026 AI roadmap is focused on making backup and recovery simpler, faster, and more reliable for SMB and mid-market customers.
We are building AI-based early alerts to detect unusual behavior and backup anomalies before incidents occur. Smart policy recommendations will help define the right backup frequency, retention, and workload coverage. A support copilot will enable faster troubleshooting and guided resolutions, improving first-time fixes. We are also introducing partner intelligence to suggest next-best actions for renewals, upsell, and adoption.
Q: What concrete steps are you taking to further strengthen partner engagement and long-term channel collaboration?
A: Our channel strategy is central because it’s how we reach customers at scale and support them locally. In 2026 we’re investing to make partners more capable, more profitable, and easier to work with.
We are investing in structured enablement through training, certifications, and practical playbooks. Partner economics are being strengthened through clear programs and predictable incentives. Co-marketing initiatives and regional activations will support demand generation. At the same time, we are improving onboarding speed, support alignment, and renewal processes, while also building a stronger partner community through recognition programs.
Q: How is your organization supporting the Make in India initiative, and what role does localization play in your future growth plans?
A: For us, “Make in India” means building products that match India’s operating realities, including cost sensitivity, varied IT maturity, and the need for strong on-ground support. Localization is not only language; it’s the workflow.
We are focusing on simple deployment and management for small IT teams, partner-led reach beyond metros with local support, and India-fit workflows that reduce friction in adoption and renewals.
Q: What are your top strategic priorities for 2026 across revenue, expansion, and market positioning?
A: On revenue, the focus is on driving adoption and renewals by improving partner productivity and customer success. Expansion will come through deeper coverage in India and selective partner-led growth. On positioning, we aim to move from being seen as a backup software provider to a cyber-resilience platform covering backup, recovery readiness, and proactive protection. Our ambition is to become one of the most trusted cyber-resilience brands for India’s digital economy.
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