MARCELO PALAZZO , Hillstone Networks Global Channel Sales Director , tells us how Hillstone Networks supports its channel partners in the Latin America market .

It is part of my role , too , to act as team leadership , as I have set ambitious sales targets , managed deployment strategies and develop go-to-market plans to take advantage of all revenue opportunities . I have been contributing to positioning Hillstone brand awareness in less than three years as a leader in Gartner Peer Insight , as well as positioning us as a Visionary in Gartner ’ s Magic Quadrant for NGFW ( Next- Generation Firewall ).

Can you explain how your company works with channel partners ?

We look for key partners with the business footprint that ensures the brand ’ s entry into the main resellers in each of the regions that are the focus for us today . The secret is to get partners that allow rapid capitalization in the business .

It is also very important to have good incentive programs and technical training so that the partners are better prepared to offer products and services . We support them , also , with marketing and sales actions .

What is your management philosophy ?

It is very important to manage work tasks and professional teams in this type of job position and more so in technology companies where dynamism and change are constant . Some of the management and philosophy strategies I focus on is to build an inclusive relationship with Hillstone ’ s channel partners and distributors . The goal is to have a collaborative environment , understanding their needs and objectives to create a strategy that is beneficial for them and therefore for the company .

It is also key to ensure that these strategies are always aligned with those of the company to achieve organizational collaboration with all related departments and management levels . To achieve this teamwork environment , it is necessary to have the right resources within the company and within the partners .

Do you work differently with channel partners in Latin America compared to other regions ?

The approach to working with channel partners may vary depending on regional differences , including cultural , economic and regulatory factors of the country environment . However , while this is always considered , the strategy of the company and the channel must always be followed to achieve the intended objectives .

How do your partners deliver Hillstone solutions to end-users ?

As cybersecurity is a top priority for businesses today , solution delivery is a critical aspect of ensuring the protection of sensitive information and maintaining secure access controls .

To know how to offer to clients Hillstone different services and products , it is necessary that every channel partner follows a methodology built in processes . This includes steps such as :

• Assessment – A business and technical stage of the process . Several times the

Marcelo Palazzo , Hillstone Networks Global Channel Sales Director

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