Cybersecurity is evolving from reactive measures to AI-driven, proactive defense and channel partners are at the forefront of this transformation. Rajeev Ranjan, Editor at Digital Terminal, speaks with Himanshu Kumar Gupta, Senior Director – Government Business & Channels, India & SAARC at Trend Micro, on how partners can embrace AI-enabled security, leverage advanced training and certification, and deliver measurable outcomes that keep organizations ahead of emerging threats.
Rajeev: What are the key drivers pushing the shift from reactive to proactive cybersecurity within the channel ecosystem today?
Himanshu: Enterprises today are facing evolving cyber threats especially with the coming of AI that demand faster, smarter, and more anticipatory responses. This is driven by the need for early threat detection, compliance, and business continuity. Customers are driven by very high Service level agreements (SLA’s) that expect their cybersecurity partners to be able to predict attacks ahead of time, not respond after the fact. With this changing landscape in mind, Trend Micro's channel ecosystem is committed to enabling threat anticipation, constant monitoring, and contextual awareness.
As the nature of threats becomes more targeted and driven by artificial intelligence, our partners are well positioned to provide proactive cybersecurity results, underpinned by continuous threat mapping and adaptive analysis, to help organizations reduce their risk exposure and get ahead of attackers with greater agility and resilience.
Rajeev: Could you walk us through how Trend Micro’s channel strategy is evolving to support partners in embracing AI-powered, proactive security frameworks?
Himanshu: We are equipping partners through our partner program with AI-powered solutions that allow customers to identify threats at an earlier stage, automate response activities, and maintain risk under control in sophisticated environments. With simplified engagement models, technical enablement, and co-selling, partners can deliver sophisticated services in sync with customer transformation initiatives.
Our partner ecosystem is being strengthened through defining clear support, ongoing knowledge sharing, and specific resources to prepare for key subjects like extended detection and response, risk assessment, and security integration. This enables our partners to confidently take the lead in a more AI-driven security landscape.
Rajeev: How are your training and certification programs structured to build partner expertise in AI-enabled proactive defense?
Himanshu: At Trend Micro, building partner expertise in AI-enabled proactive defense is a strategic priority. We’ve developed a comprehensive ecosystem of enablement initiatives designed to equip our partners with the skills, knowledge, and recognition needed to lead in modern cybersecurity.
Our training and certification programs are role-based and technically focused, covering critical areas such as threat intelligence, advanced detection and response, and automated risk remediation. These programs provide hands-on experience with real-world scenarios to ensure partners can apply their knowledge effectively in today’s complex threat environment. Certifications are tailored to different functions: sales, presales, and services; enabling each team to build specialised capabilities aligned to their role.
To support continuous learning, we offer Trend Campus, an easy-to-use education platform that delivers personalised technical guidance. Through exclusive courses, live webinars, and curated learning journeys, partners can deepen their expertise and stay ahead in the fast-paced cybersecurity landscape.
In addition, our Partner Competencies Programme helps partners accelerate business growth and stand out in the market. Competency endorsements validate a partner’s expertise, organisational maturity, and successful delivery of cybersecurity outcomes. These recognitions provide enhanced visibility, unlock additional benefits, and open the door to high-value business opportunities.
Together, these initiatives are designed to develop a technically competent, trusted partner ecosystem that is fully capable of delivering AI-driven, proactive cybersecurity outcomes for customers worldwide.
Rajeev: How is Trend Micro re-aligning its partner incentives to reward early threat detection, proactive monitoring, and outcome-based services?
Himanshu: We recognize partners that go beyond the simple delivery of products through the ongoing monitoring, early threat detection, and quantifiable security enhancements. Incentives today include performance-based incentives that are linked to service delivery, customer influence, and the adoption of next-generation solutions like XDR and AI-enabled risk assessment. By doing activities that generate long-term value, such as managed security services and risk posture assessments, we empower partners to build their business while driving better customer outcomes. This approach puts the success of partners in sync with proactive defense programs that organizations need today.
Rajeev: What KPIs or maturity benchmarks do you use to assess a partner’s readiness and performance in delivering proactive cybersecurity outcomes?
Himanshu: We assess partner readiness and performance using a balanced mix of quantitative and qualitative Key Performance Indicators (KPIs). Our robust partner selection framework evaluates both capability and competency levels of the partner. Additionally, we also monitor important metrics such as certifications obtained through Trend Campus, customer satisfaction ratings, deal registration success, and solution adoption rates particularly for AI-fueled solutions like Trend Vision One™. We measure technical depth through the Partner Competency Programme, which recognizes maturity in areas like Managed Services, Incident Response, and Professional Services.
Our model puts significant weight on a partner's ability for co-delivery of services, use of threat intelligence, and driving proactive results like risk reduction, attack surface management, and incident response acceleration. We also work to measure partner growth in high-impact markets, participation in co-selling and marketing initiatives, and best practice compliance. These KPIs allow us to detect partners evolving from transactional resellers to strategic advisors, driving measurable cybersecurity impact.
Rajeev: What is your message to Indian channel partners who are still navigating the early stages of the AI-driven cybersecurity transformation?
Himanshu: Since 100% of Trend Micro business in India flows through you, your contribution is not only critical but vital to the success of our cause. As the threat landscape for cybersecurity continues to speed up, artificial intelligence increasingly becomes an omnipresent element of proactive defense. We are committed to standing by your side every step of the way through structured enablement, in-the-field certification, and leading-edge platforms like Trend Vision One.
Programs like Trend Campus and the Partner Competency Programme are specifically designed to empower you to acquire the technical skills and specialization needed to drive the way. India has a rich and sophisticated threat environment, and customers are increasingly turning to trusted advisors for guidance. Adopting AI is no longer a choice, it's necessary in order to provide real-time protection, automated response, and lasting customer value.
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