$35BAnnual TAM covered by partner programs
40+Partner organisations engaged
7Regions covered
Team results at AccuKnox, a Zero Trust CNAPP and AI security startup, where Syed leads product marketing and partnerships.
The situation
Where It Started
Enterprise security deals in India, MENA, Southeast Asia and other regions often run through distributors and resellers. Direct sales alone could not cover those markets.
Signing partners was easy. Getting them to bring pipeline was not.
01Map and recruit
- Partner types picked per region: distributors, MSSPs and resellers
- Screening criteria before outreach
- Account mapping with named target accounts for each partner
02Enable
- Partner training and technical updates
- Pitch decks, battlecards and demo support
- Joint presence at events, including the BSides Bangalore booth
03Run joint pipeline
- Weekly joint pipeline calls with key partners
- Monthly business reviews with each active partner
- Deal registration and a shared pipeline tracker
What changed
The Results
- Partner programs in AI security and cloud security covering $35B of annual TAM.
- Alliances across 7 regions and 40+ partner organisations.
- Back to back #1 Startup awards at BSides Bangalore, shared with 2 channel partners on the booth.
The lesson. Partners bring pipeline when you bring them named accounts and run a steady review cadence. Logo count is not a metric.
“If you are looking for someone who gets straight to the point and actually gets things done, Syed is your man.”Vineel Kurumella · Director of GTM and Strategic Partnerships, AccuKnox
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