SentinelOne's partner-first approach accelerates growth in Indian subcontinent

With an unwavering commitment towards India, SentinelOne has launched its operations centre in Bengaluru which is driving product innovation, development, threat research, and other engineering work for modernising cyberdefence capabilities. Diwakar Dayal, Managing Director & Country Manager for SentinelOne, India & SAARC tells VARINDIA what he feels for India as a market and how SentinelOne is going to leverage the opportunities that lie ahead of them in the cybersecurity space.  

Leading cybersecurity firm SentinelOne is securing millions of endpoints through its solutions across the world. The New York stock exchange (NYSE)-listed firm has a unique approach to achieving business growth. Unlike its rivals, the company has a partner-first approach. It collaborates with its partners including channel partners, managed security service providers (MSSPs), & incident response companies for service delivery without competing with them. Such a unique model of taking all along is being followed also in India for accelerating growth.

“We believe in creating a long-lasting relationship based on trust and cooperation,” said Diwakar Dayal, Managing Director & Country Manager for SentinelOne, India & SAARC. “That is the reason, we empower our channel partners through technology and brand support for serving the security needs of organisations. In a short span of time, this model has seen rising adoption in India. Currently, SentinelOne is protecting many large enterprises including India’s largest automobile manufacturing, pharmaceutical, insurance, and food delivery companies along with one of the largest airlines and busiest airports.”

Especially, the cybersecurity firm’s technology support is acting as a force multiplier for Indian service providers. SentinelOne’s unique capabilities like remote script orchestration (RSO) are a case in point that automates tasks and provides real-time insight for interventions. 

The partners of SentinelOne have the privilege to work with the first next-generation endpoint protection vendor that has the only fully integrated endpoint protection, detection, response, and remediation solution. The company’s great margins and deal registration provide added value to the partner’s current offering. 

SentinelOne does not believe in competing with its partners. Its philosophy is based on enabling its incident response partners or managed security service providers (MSSP).  SentinelOne equips them with industry-leading capabilities like multi-tenancy and open APIs.  The lack of channel conflict and robust multi-tenant capabilities has allowed the company to grow annual recurring revenue from MSSPs by 300 percent in 2021 over the previous year. 

SentinelOne has deep relationships with companies like N-able, AT&T, Pax8, Conitnuum and Kroll that are driving its massive year-over-year growth with MSSPs. Growing its Channel Partner Community has improved the quality of its leads, where one of its incident response partners helped SentinelOne win a large airline customer in Asia.

A deep commitment towards India
The global cybersecurity solution provider has an unwavering commitment towards India. The company has already launched its operations centre in Bengaluru which is driving product innovation, development, threat research, and other engineering work for modernising cyberdefence capabilities. Investment worth $50 million has already been earmarked to expand SentinelOne’s presence in India. A key component of the company’s pledge is towards data privacy as the company will store customer data in a local data centre.  

“India is an important geography both in terms of market opportunities and technology innovation. Since our presence in 2021, we are already serving several marquee enterprises in their journey to create a robust cybersecurity framework. Our strong engineering team has been cocreating multiple solutions for the world in collaboration with clients. We are confident that our go-to-market strategy and local data residency efforts will give us a clear lead in the coming days,” Dayal said.  

Threat detection and remediation across devices, and in a multi-cloud environment on real-time basis are the key strengths of the company. As India witnesses rising cybersecurity incidences, SentinelOne with its innovative solutions is better positioned to provide a security umbrella against such threats. Given the firm commitment towards India and the wide adoption of its services, the country will emerge as one of the fastest-growing markets in near future.