The company says its new Partner Advantage Programme is designed to protect partner investments, reduce channel conflict and help partners capture growing opportunities around AI identity security.
Delinea believes Indian partners are taking on a strategic role as enterprises accelerate AI adoption, with the company positioning them as trusted advisors that can help customers navigate identity security challenges rather than simply sell technology.
The identity security vendor has launched the Delinea Partner Advantage Programme, a new global channel framework to improve partner profitability, protect partner investments and simplify engagement as organisations expand AI deployments.
Speaking about the launch, Delinea vice president, Asia, Jude Kannabiran, said India has become one of the company’s most important growth markets, with partners leading enterprise conversations around AI identity security.
“India’s partner ecosystem is one of the most important growth engines we have, and our partners here are the trusted advisors helping enterprises navigate identity security as AI adoption accelerates,” Kannabiran said.
He said the new programme will help partners build long-term customer relationships while recognising the investment they make in every opportunity.
“This programme gives them a clear, protected path to build on that relationship, recognising the investment they put into every deal and every customer they bring to us. It is how we aim to grow the India business together,” he said.
Programme focuses on partner profitability
According to Delinea, the Partner Advantage Programme was developed following a global partner listening survey and direct feedback from channel partners.
The company said the framework addresses three longstanding partner challenges, including margin erosion, channel conflict and unclear rules of engagement.
To address these issues, the programme introduces codified deal registration, teaming protections and Earned Incumbency discounts designed to protect partners that invest in winning and expanding customer accounts.
It also includes AI-powered training, certifications and a partner portal that delivers just-in-time enablement throughout the sales cycle.
The company has also “simplified the quote-to-cash process” through additional automation and tools to reduce operational complexity for partners.
Delinea senior vice president of channel and alliances, Scott Goree, said partners are looking for technology that works, protected discounts and vendors that are easy to engage with rather than complicated partner programmes.
AI creates new identity security opportunities
Delinea believes AI adoption is creating a larger opportunity for partners as enterprises look to secure not only human identities but also machine identities and AI agents.
According to the company’s 2026 Identity Security Report India Spotlight, 46 percent of Indian organisations have delayed AI initiatives because of identity-related challenges, while 79 percent have accepted standing access under operational pressure, the highest level globally.
The company believes these challenges create opportunities for partners to help customers strengthen identity governance while enabling AI adoption.
The Partner Advantage Programme is structured around three pillars – Protect, Align and Scale – and is intended to give partners a predictable framework for growing recurring business around identity security.
The programme is available across three partner tiers, which include Elite, Premier and Select, with additional roles for managed service providers (MSPs), global systems integrators (GSIs), advisory firms and technology partners planned in future.
As enterprises continue investing in AI, Delinea expects partners to play a larger role in helping customers secure AI-driven environments, manage digital identities and meet evolving governance and compliance requirements while building long-term security practices.
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