Inside the rise of managed cybersecurity services and recurring growth

Bharti Trehan

27 Apr 202613:16IST

Inside the rise of managed cyber security services and recurring growth

The shift from product delivery to outcome-driven cybersecurity is no longer a theory; it is playing out on the ground. In a recent interaction, Upkar Sharma, AVP – Cloud & Cyber Security, Delta IT Networks, outlined how this transition is redefining partner roles and customer expectations.

Watch the full interview here:

Delta IT Networks, with over two decades of experience, has steadily evolved from a traditional solutions provider into a full-stack digital transformation partner. The focus today is clear: stay engaged beyond deployment. Stay accountable. Stay relevant.

“We have moved from a largely transactional model to a service-led approach where we are continuously engaged with our customers,” Sharma said. That single shift captures the broader industry direction.

Cybersecurity moves to the core

Cybersecurity is no longer a separate offering. It sits at the centre of everything: cloud, infrastructure, and endpoints. Sharma described it as a “core layer of our entire portfolio,” signalling how deeply integrated security has become.

Customers are also changing. They no longer want tools. They want assurance. They want visibility. And above all, they want outcomes.

Recurring revenue, deeper relationships

A striking insight: over 80 percent of Delta’s cybersecurity business is now recurring. This is not just a revenue shift. It is a mindset shift.

Managed services, MDR, SOC, and advisory are gaining traction. These models create continuous engagement and stronger customer alignment. Sharma noted that recurring models “give us power to understand our customers more.”

The real challenge? Mindset

Technology is evolving. Skills are catching up. But the biggest barrier remains internal thinking.

“The biggest challenge… is the mindset,” Sharma emphasised, pointing to the need for organisations to move from selling products to delivering continuous risk management.