There is a wealth of opportunities for channel partners in today’ s rapidly evolving digital ecosystem. The surge in digital transformation across sectors is creating demand for advanced technology solutions. Channel partners that can embrace technologies like AI, automation and cloud services are well-positioned to accelerate modernisation journeys says Sahil Dhawan at Tech Mahindra.

Tech Mahindra has recently restructured into a vertical-led organisation, transitioning from a geography-based model to deepen domain expertise and enhance customer intimacy. This strategic shift allows for greater industry alignment, enabling the company to respond more swiftly to market demands, drive transformation at scale, and deliver measurable value across its global customer base.

What are your strengths and abilities that you bring to the above role?

Dhawan brings extensive experience in leading business transformation, managing global markets, and aligning digital innovation with business outcomes. His core strengths lie in building highperforming teams, nurturing long-term client partnerships, and executing large-scale strategic programs.

With deep expertise in cross-functional team management and solution delivery, he has a track record of anticipating market trends and translating them into actionable opportunities. Known for his customer-centric approach and operational rigor, Dhawan consistently drives growth by blending strategic vision with flawless execution, making him a key enabler of business value and leadership across the organisation.

Please describe the opportunities and challenges that exist for channel partners in your market?

There is a wealth of opportunities for channel partners in today’ s rapidly evolving digital ecosystem. The surge in digital transformation across sectors is creating strong demand for advanced technology solutions. Channel partners that can embrace technologies like AI, automation, and cloud services are well-positioned to deliver impactful solutions and accelerate their customers’ modernisation journeys.

There is also growing interest in verticalspecific solutions and hyper-personalised offerings, which present new avenues for differentiation and strategic collaboration.

At the same time, challenges remain. Channel partners must navigate unpredictable market conditions, increased competition, and rising customer expectations. The pace of technological change requires continuous investments in talent, capability development, and ecosystem building. Agility and the ability to quickly adapt to customer demands are now fundamental for success.

Partners who take a customer-first approach, invest in innovation, and build flexible, collaborative models will thrive in this dynamic environment. By focusing on long-term value creation and responsive engagement, channel partners can overcome today’ s challenges and tap into future growth opportunities.

Sahil Dhawan, Head India, Middle East, Africa Business, Tech Mahindra

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