As enterprises increasingly prioritize secure, scalable, and solution-oriented IT environments, eCAPS Computers India Pvt. Ltd. is sharpening its focus on cybersecurity-led distribution and enterprise networking solutions. In this interaction with DT, Suresh Gandhi, Vice President, eCAPS Computers India Pvt. Ltd. talks about the company’s steady growth, the transition toward solution and outcome-driven distribution, partner enablement initiatives, evolving vendor expectations, and the strategic direction shaping eCAPS’ growth plans for 2026.
Q: Please tell us about your overall business performance in 2025. What have been the most significant factors driving the company’s growth?
A: In 2025, eCAPS delivered a strong and steady business performance, marked by healthy revenue growth and expanded market reach. The key factors driving this momentum were deeper partner engagement, consistent OEM alignment, and a clear shift toward solution-led distribution. Growth was also supported by increased partner activation, higher project conversions, and stronger execution in security and enterprise networking deployments.
Q: With AI-led demand reshaping the market, how is your distribution strategy evolving in 2026 to address emerging technologies and solution-driven opportunities?
A: As AI-led demand reshapes customer expectations, distribution is moving beyond product supply to solution and outcome delivery. In 2026, eCAPS is evolving its strategy by focusing on solution-driven engagement, strengthening capabilities around secure networking and cybersecurity, and aligning with cloud-managed and subscription-based models. We are also enhancing partner readiness and building a more data-driven approach to enable faster, more effective solution deployment.
Q: What initiatives are you undertaking to strengthen reseller engagement and long-term channel collaboration?
A: We are focused on building long-term partner success through a structured enablement approach. This includes regular technical and solution training, certification programs in collaboration with OEMs, and strong pre-sales and design support. Additionally, we actively engage in joint customer interactions, lead support, and post-sales coordination, ensuring partners are equipped to deliver projects efficiently and scale their business with confidence.
Q: What kind of support do you expect from vendors this year to accelerate growth and deeper alignment?
A: To accelerate growth, we look for stronger alignment from vendors in areas such as consistent product availability, faster turnaround on deal support, and joint go-to-market initiatives. Equally important is deeper collaboration in partner enablement, technical training, and solution positioning. Vendors who actively support partners with market insights, demand generation, and flexible commercial models will play a key role in driving mutual growth.
Q: What are your top strategic priorities for 2026 in terms of revenue growth, geographic expansion, portfolio diversification, and market positioning?
A: Our strategic priorities for 2026 are centered on driving cybersecurity-led growth and expanding our solution-led distribution approach across secure networking. We aim to strengthen our presence across key markets by deepening partner coverage and improving execution capabilities. Additionally, we are focused on diversifying our portfolio with high-demand, security-driven solutions while reinforcing our position as a trusted value-added distributor delivering scalable and outcome-oriented technology solutions.
Quick Bytes
A global tech leader you admire? - Satya Nadella
Risk taker or calculated planner? - Calculated planner
Your biggest motivation? - Customer success
One habit that changed your life? - Consistent learning
A value you never compromise on? - Integrity
A personal strength you rely on the most? - Resilience
One principle you would pass on to the next generation? - Stay curious
𝐒𝐭𝐚𝐲 𝐢𝐧𝐟𝐨𝐫𝐦𝐞𝐝 𝐰𝐢𝐭𝐡 𝐨𝐮𝐫 𝐥𝐚𝐭𝐞𝐬𝐭 𝐮𝐩𝐝𝐚𝐭𝐞𝐬 𝐛𝐲 𝐣𝐨𝐢𝐧𝐢𝐧𝐠 𝐭𝐡𝐞 WhatsApp Channel now! 👈📲
𝑭𝒐𝒍𝒍𝒐𝒘 𝑶𝒖𝒓 𝑺𝒐𝒄𝒊𝒂𝒍 𝑴𝒆𝒅𝒊𝒂 𝑷𝒂𝒈𝒆𝐬 👉 Facebook, LinkedIn, Twitter, Instagram
