Hello Partners,
As we head into December, it feels like one of those familiar moments in the year where everything is happening at once. The quarter is closing, plans for the next year are being drawn up, inboxes are full — and at the same time, there’s the sense that a short breather is around the corner with the holidays. It’s also a time when many of us pause, even briefly, to reflect on what we’ve seen in the market and what lies ahead.
For me, that pause came after a recent set of travels — first to the US for Jamf Nation Live and the partner conference, and then to Moscow for Kaspersky’s global partner council. Two very different places, but both offered perspectives that felt especially relevant for us in India. They reinforced a simple thought:
the opportunities in front of us are getting bigger, but the stakes — and the complexity — are rising just as fast.
And that’s what brings me to two areas that I believe will shape some of the most important customer conversations partners in India will have going forward.
A More Connected World Means New Risks
Across industries, systems that were once isolated are now connected — manufacturing floors, utilities, R&D environments, and critical infrastructure. This connectivity has driven efficiency and scale, but it has also expanded the attack surface.
In India, with our large manufacturing base, growing utilities sector, and rapid push toward automation and digitisation, this challenge is becoming very real. When incidents occur in operational environments, the impact goes well beyond IT — it affects production, safety, and business continuity.
Why Industrial Cybersecurity Is Gaining Urgency
What became clear during my discussions at Kaspersky is that many organizations today are secure at the IT layer, but still have limited visibility into their operational environments.
This is where
Kaspersky Industrial Cybersecurity (KICS) fits naturally. It is purpose-built for industrial systems — designed to deliver visibility and detect anomalies without disrupting operations.
We are already seeing customers in manufacturing, energy, and infrastructure actively exploring these questions. For partners, this creates an opportunity to start more strategic, high-value conversations — well beyond traditional IT security.
Threat Intelligence: Context Matters More Than Ever
The second area that stood out was Threat Intelligence.
Kaspersky’s global vantage point — monitoring threats emerging from both Eastern and Western ecosystems — combined with the fact that they are among the most targeted security organizations globally, gives them deep, real-world insight into how attacks are evolving.
For customers, this adds context — helping them understand what they’re exposed to and why.
For partners, it elevates discussions from tools to
risk, preparedness, and prioritisation.
The Partner Opportunity
Industrial security and threat intelligence are not future conversations —
customers are already asking about them.
We have seen successes coming from partners who begin engaging early and they are ending up building :
-
- 1. Stronger pipelines
- 2. Larger, more strategic engagements
- 3. Long-term customer relationships
- If these are conversations you’d like to start having with your customers, talk to us. Our team can help you frame the opportunity, identify the right customer segments, and approach these discussions with confidence.
Closing Thought
As the year draws to a close and we all start looking at what’s next — new plans, new targets, new conversations — it’s worth remembering that some of the most meaningful opportunities don’t announce themselves loudly. They show up quietly, in the questions customers begin to ask and the concerns they start to voice.
Not urgent for everyone today, but increasingly unavoidable for many tomorrow. And the partners who start engaging early, with the right context and the right intent, will be the ones best positioned when these discussions move from interest to action.
As we head into the holidays and prepare for the year ahead, let’s use this moment to think about where we want to place our bets — and how we can work together to turn these emerging conversations into long-term opportunities.
Let’s continue the conversation.
Prashanth GJ
CEO, Technobind
