Gurgaon, May 16 -- When we look at the Indian market, what becomes immediately apparent is that this isn't a homogeneous business landscape. If you analyse the business patterns across different regions, you'll find that North India operates very differently from the South.

Meanwhile, the Western region has its own distinct professional approach, and the Eastern market follows yet another rhythm. It's almost like managing four separate countries within one nation.

Our channel strategy reflects this diversity. We're not taking the carpet-bombing approach where we just onboard hundreds of partners indiscriminately to create market noise.

That might work for some, but for a specialised cybersecurity solution like ours, we need partners w...