With cyber threats scaling alongside cloud, AI, and data centre growth, the role of channel partners is undergoing a structural shift. Check Point’s Channel leader Manish Alshi explains why the future belongs to partners who can lead transformation—not just transactions.
What are your top strategic priorities for strengthening the partner ecosystem in India over the next 12–18 months?
Our top partner priority is enabling partners to lead AI-powered cyber security transformation conversations, not just infrastructure refresh cycles.
India’s cyber security market is expected to grow at over 18% CAGR through 2028 according to IMARC Group, driven by AI adoption, cloud expansion, data centre growth, and regulatory frameworks such as DPDP. This creates a massive opportunity for partners who can deliver unified, prevention-first security.
Over the next 12–18 months, we are focusing on:
- Expanding AI Security and Exposure Management certifications tailored for India & SAARC partners.
- Strengthening MSSP capabilities to address mid-market and regional enterprise demand.
- Driving adoption of our four strategic pillars — Hybrid Mesh Network Security, Workspace Security, Exposure Management, and AI Security — across verticals such as BFSI, manufacturing, healthcare, and government.
As a 100% channel-driven company, our India growth strategy is built around empowering partners to become trusted cyber security advisors in an AI-driven economy.
How is the channel strategy evolving to address the growing demand for unified cybersecurity platforms rather than point solutions?
Indian enterprises are moving rapidly toward hybrid cloud, multi-cloud, and AI-enabled environments. Fragmented point solutions can no longer protect distributed workloads, hyperscale data centres, or remote workforces.
Instead of selling isolated firewalls or endpoint products, Check Point partners are enabled to deliver a unified cybersecurity platform that integrates:
- Network and data centre security
- Cloud and SASE protection
- Workspace and email security
- Exposure Management (CTEM)
- AI security governance
With Indian organizations facing an average of 1,968 cyberattacks per week globally in 2025 according to Check Point Research, prevention-first, AI-powered platforms provide better security effectiveness and simplified management.
This evolution allows partners to position themselves as transformation enablers rather than product resellers.
“The real shift is this—partners who continue selling products will struggle, but those who lead AI-powered cybersecurity transformation will define the next decade.”
-Manish Alshi, Senior Director, Channels & Alliances, Check Point Software Technologies India & South Asia
What key investments is Check Point making to help partners build deeper technical and services capabilities?
We consistently invest heavily in partner enablement to build advanced technical depth and services capabilities.
These include :
- Expanded India-focused certification programs aligned to AI Security and Exposure Management.
- Professional Services Certification initiatives to help partners deliver complex deployments.
- Sales and technical workshops focused on AI-driven cyber security, Zero Trust, and hybrid mesh architectures.
- MSSP acceleration programs to support recurring revenue models.
- Demonstrating Check Point ThreatCloud AI, which analyzes over 2 billion threat indicators daily, strengthens partner differentiation by enabling superior threat detection accuracy.
Our goal is to help Indian partners move up the value chain — from deployment to consulting, optimization, and managed security services.
How do you plan to support partners transitioning from traditional resale models to recurring revenue and managed security services?
India’s cyber security market is shifting toward subscription-based and managed security models, especially among mid-sized enterprises facing talent shortages.
We are supporting our partners in India through:
- Flexible subscription licensing models.
- Cloud-delivered AI-powered security solutions.
- Multi-tenant management platforms designed for MSSPs.
- Incentive programs aligned with recurring revenue growth.
Managed security services are particularly relevant in India, where SMBs and regional enterprises lack in-house cyber security expertise. By delivering AI-driven monitoring, prevention-first security, and continuous Exposure Management, partners can build sustainable, predictable revenue streams.
Which industry verticals in India currently present the biggest growth opportunities for channel partners, and why?
As India overall is growing exponentially, we see strong opportunities in:
BFSI – Driven by digital banking growth, RBI compliance, AI adoption, and fraud prevention.
Manufacturing & Industry 4.0 – Rapid digitization of OT/IoT environments increases hybrid security needs.
Healthcare – A frequent ransomware target globally including in India, according t our Check Point Research 2025 report.
IT/ITeS & Digital Services – High adoption of cloud, AI agents, and GenAI tools increases exposure risk.
Government & Public Sector – Digital public infrastructure expansion requires resilient, AI-secure frameworks.
With India’s digital economy projected to reach $1 trillion by 2030 according to MeitY estimates from their January 2025 report, “Estimation and Measurement of India’s Digital Economy“, cybersecurity becomes foundational to economic resilience.
With increasing adoption of cloud and hybrid environments, how can partners position themselves to capture emerging security opportunities?
India’s data centre capacity is projected to exceed 1,800 MW by 2026 according to JLL India, driven by hyperscale cloud demand and digital infrastructure expansion. which in itself reflects hyperscale growth.
To be part of this growth, India partners should position themselves around:
- Hybrid Mesh Network Security for unified data centre and cloud protection.
- Continuous Threat Exposure Management (CTEM) to prioritize vulnerabilities and shrink remediation windows.
- AI Security solutions to secure enterprise AI applications and GenAI usage.
- Zero Trust Architecture aligned to regulatory frameworks.
By offering AI-powered, prevention-first security across hybrid environments, partners can capture high-value cloud and data centre opportunities across a hyper growing India.
How does Check Point ensure partners stay competitive against rapidly evolving cybersecurity threats and increasing vendor competition?
In today’s highly competitive market, be it in cyber security or general IT, Check Point is taking steps to ensure our partners remain competitive through:
- Platform consolidation that reduces complexity versus multi-vendor environments.
- Proven security effectiveness validated by independent testing.
- AI-powered Threat intelligence from our Check Point ThreatCloud capabilities that continuously adapts to emerging threats.
As AI-enabled phishing, adaptive malware, and autonomous attacks increase, partners need differentiated prevention capabilities rather than reactive detection.
Our 100% channel-driven approach ensures we work alongside (not against) partners, protecting their commercial interests while strengthening their technical differentiation.
What advice would you give to channel partners looking to scale their cybersecurity business over the next three years?
I see great opportunity for our partners here in India and regionally as well, and would suggest that to scale successfully, partners would require:
- Transitioning from product-led sales to unified cybe rsecurity platform conversations.
- Investing in AI Security, hybrid cloud, and Exposure Management certifications.
- Building managed security services and recurring revenue models.
India is becoming a strategic AI and digital hub in Asia. Partners who align with AI-first, prevention-first cyber security and secure customers’ digital transformation journeys will lead the next phase of growth.
