From resellers to risk advisors: Trend Micro empowers partners to drive AI-led cyber resilience

The traditional reseller model is fast giving way to a more strategic, outcome-driven approach to cybersecurity. Himanshu Kumar Gupta, Senior Director – Government Business & Channels, India & SAARC at Trend Micro, explains how partners are becoming risk navigators- leveraging AI, automation, and deep domain expertise to help enterprises shift from reactive defence to proactive exposure management.

The traditional reseller model has long been the backbone of the cybersecurity ecosystem. Why do you believe this approach no longer suffices in the era of AI-powered and autonomous threats?

The reseller model organisations used to rely on previously, was centred on transactional product delivery and this is increasingly inadequate in today’s threat landscape. AI-powered and autonomous threats have fundamentally changed the rules of engagement and customers of today demand more than just products. They need strategic enablers as their partners who can anticipate threats, provide continuous monitoring, and deliver ...