At the 15th SME Channels Accelerator Awards 2025, Akshay Kumar Sharma, Director-Technology at Medley India, speaks to CIO TV about the channel ecosystem’s evolution from product sales to service-led MSP models. He credits SME Channels for shaping India’s SI landscape over 15 years, highlighting its role in elevating security from an overlooked topic to a boardroom priority and driving the shift to recurring revenue streams.
Mr Sharma explains MSPs’ rise as a relationship-based, outcome-driven alternative to capex/transaction models, enabling stable cash flows, cross-sells, and proactive service for SMBs seeking tension-free IT management. Drawing from Indian mythology—like Hanuman’s Sanjivani mission for 100% results and Krishna’s autonomous Sudarshan Chakra—he illustrates how MSPs must deliver value over costs, using AI for automated, predictive operations.
Medley India has pivoted to this value-driven approach, focusing on customer outcomes amid SMB demands for ROI-focused services. Essential viewing for SIs, MSPs, and channel leaders navigating AI, recurring revenue, and ecosystem shifts.
Key Highlights:
- SME Channels’ 15-year impact on India’s SI ecosystem and security awareness
- Shift from product-centric to MSP/service-based recurring revenue models
- MSP emergence: relationship-based, outcome-driven vs. transaction/capex environments
- Indian mythology lessons for MSPs (Hanuman’s results, Sudarshan Chakra’s AI autonomy)
- Proactive, value-focused strategies for SMB pain points and stable cash flows
A must-watch for SIs, MSPs, and channel leaders navigating AI, recurring revenue, and ecosystem shifts.
