As the Indian IT distribution market continues to shift towards solution-based, security-focused, and service-driven models, distributors are required to continuously adapt their business strategies. Changing customer expectations, growing cybersecurity concerns, and evolving consumption models are reshaping how value is delivered across the channel ecosystem. In this interaction, Rajeev Ranjan, Editor, Digital Terminal, exclusively speaks with Mr. Suresh Gandhi, Vice President, eCAPS Computers India Pvt. Ltd., who shares his perspective on the company’s performance in 2025, key growth segments, recent partnerships, partner enablement initiatives, and strategic priorities for 2026.
Rajeev: How has eCaps performed in 2025 in terms of revenue growth, and overall business expansion?
Suresh Gandhi: In 2025, eCaps delivered a strong year of business momentum. We saw healthy revenue improvement and broadened our footprint through deeper partner engagement, stronger OEM execution, and a sharper focus on solution-led distribution. Beyond revenue, our expansion was also visible in areas like partner activation, project conversions, and service capability—especially on security and enterprise networking requirements.
Rajeev: Which product categories or technology verticals have driven the most growth for eCaps in 2025?
Suresh Gandhi: The key growth drivers in 2025 were networking and cybersecurity-led deployments, especially in segments like SMB, mid-market, education, healthcare, and growing enterprise requirements. Demand was strongest for next-gen security, secure networking, switching, Wi-Fi, and integrated solutions where partners needed both product readiness and solution support.
Rajeev: Can you share some of the latest partnerships or alliances eCaps has formed?
Suresh Gandhi: In 2025, eCaps has focused on building partnerships that help our channel deliver complete, security-led solutions. One of our key alliances is with SECTIGO, a global leader in digital certificates and PKI. Through this association, we are enabling partners to address increasing customer needs around SSL/TLS certificates, PKI, and certificate lifecycle management, helping organizations strengthen digital trust and compliance. Alongside SECTIGO, we continue to deepen collaboration with our core OEM ecosystem to drive stronger solution outcomes for customers across SMB, mid-market, and enterprise segments.
Rajeev: How does eCaps ensure its channel partners are equipped, trained, and supported to deliver cutting-edge solutions effectively?
Suresh Gandhi: We run a structured enablement model that combines training, pre-sales support, and on-ground execution. This includes regular product and solution workshops, certification-oriented sessions with OEM teams, solution demo readiness, and fast pre-sales design support for partner opportunities. We also support partners through lead assistance, joint customer calls, and post-sales coordination—so they can deliver projects with speed and confidence
Rajeev: How do you see the distribution landscape evolving in the year 2026, and how is eCaps preparing to lead or adapt to those changes?
Suresh Gandhi: Distribution in 2026 will become more solution-and-services led. Customers are expecting outcomes—secure connectivity, managed security, uptime, and lifecycle support—rather than standalone boxes. At the same time, buying cycles are shifting toward subscription, cloud-managed platforms, and security-first architectures. eCaps is preparing by strengthening our solution practice, improving partner readiness, investing in service capability, and building a more digital, data-driven approach to partner engagement and fulfillment
Rajeev: Looking ahead, what will be your top strategic priorities for 2026?
Suresh Gandhi: Our top priorities for 2026 are:
1. Accelerate cybersecurity-led growth—including services and managed models where relevant.
2. Expand solution-led distribution across secure networking (switching, Wi-Fi, edge, and integrated stacks).
3. Deepen partner capability through structured enablement, certifications, and pre/post-sales support.
4. Improve execution excellence—availability, credit discipline, faster fulfilment, and stronger OEM coordination.
Overall, we want to help partners win more consistently, and help customers deploy secure, scalable technology faster.
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