Their combination of product and a compelling GTM playbook is driving 60% YoY Cloud ARR growth.

The Strategy: From Tools to Bedrock

Rubrik's growth is founded on the conviction that security is no longer a separate conversation.

"As organizations prepare their infrastructure for generative Al and replatform to accelerate cloud adoption, they quickly realize the need for a modern data security strategy”- explained CEO Bipul Sinha in Q4 '25 call.

Their strategy is clearly resonating where the stakes are highest. Their traction with enterprises is proof, with the number of customers over $100K in subscription ARR up 28% YoY.

The Engine: Deep Co-Engineering, Not Just Co-Selling

A core part of Rubrik’s strategy is deep, co-engineered partnerships with the top hyperscalers.

With Microsoft, whom Rubrik calls one of its "strongest partners," this means creating joint products for M365 and Azure-native workloads, a collaboration that has helped win Fortune 50 accounts.

This approach extends across the hyperscalers, with a joint cyber-recovery architecture built with Google Cloud and Mandiant, and the Annapurna product integrating with Google Agentspace to secure AI deployments.

It’s a move beyond simple co-selling and co-marketing to building unique, combined solutions that solve fundamental customer problems.

The Motion: A Channel Built for Competency

To deliver on this, Rubrik is evolving its channel from a focus on volume to one of verifiable skill. They aim to "double, triple down on our existing partners" to "build a big business around Rubrik and drive an ecosystem."- explained the CEO recently.

Their new "Partner Tech Champions" program, with its "Black-belt" and other technical mastery tracks, ensures partners have the hands-on competency to design and run the complex cyber-resilience projects customers now demand.

How You Can Apply This Playbook:

Co-Engineer, Don’t Just Integrate

For more advanced partnerships, move beyond basic API connections. Build a joint solution with your key hyperscaler partner that addresses a specific, high-value customer use case.

Build Partner Competency, Not Just a Partner Program

Incentivize deep technical skills. A partner who can successfully deploy and manage your product is more valuable than one who can just resell a license.

Sell to the CFO

Frame your solution as business resilience and efficiency. Rubrik wins deals by showing hard TCO savings - e.g. 25% reduction in cloud costs for one customer compared to their existing cloud-native solution.

Align with the 1 Priority

Position your offering as essential to the customer’s core mission. For Rubrik, that’s making data security inseparable from the customer’s cloud and AI strategy.