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 . result of the assessment is a surprise for the customer CIO or CISO , as one of the key resources of Hillstone solutions is the use of AI to discover , using behavioral analysis , malicious breaches at corporate systems .
• Design customized solutions – Every customer is different and should be understood like that . Hillstone solutions are going to be integrated in a digital environment that sometimes is very complex . The partner consultant services can help the customer to extract the maximum value of Hillstone technology .
• Implementation and integration – If the two previous steps are achieved , this step will happen in a smooth way . One of the key values of Hillstone offerings is the interoperability with several protocols and platforms – this helps the implementation and integration processes to be based in several templates that can accelerate the process .
How do you ensure channel partners flourish in a highly competitive market ?
For the partners to be able to succeed in selling to end-consumers , it is essential we provide them with at least three key points :
• Necessary support
• Constant training with permanent training
• Determining KPIs that ensure the fulfillment of the goals in the time and manner established in the contract .
These objectives and support from our side will be critical for the channels to flourish in their commercial approach of the market .
What are the latest trends you see emerging across the channel ?
The trend today is for channels to add value and solve the customer challenges in a 360 o approach with strategies that always need to be stronger than the direct competitors of the partner . To be a key partner for the customer the channel must be engaged in a constant learning process – the digital criminals are always innovating strategies and technologies . Without the focus on the capacitation of its professionals , the channel partner will sell commodities , not high-end solutions that really protect the customer business processes .
Additionally , cloud security solutions have been a major adoption in the last two years with services such as cloud services access , data protection and cloud application security .
Which regions do you see offering the most opportunities for your company ?
LATAM is key for us as a business . On the other hand , as part of the Global Development team we are launching strategies to expand our market share in Southeast Asia . The same is true regarding European emerging countries with digital economies that are advancing fast but still are not designed and protected as it would be necessary to be . Usually , first the digital infrastructure is built and only afterwards , when this same digital infrastructure becomes an extended attack surface , businesses leaders start to really consider building an environment prepared to face all kinds of breaches and data leaks .
Hillstone Solutions is recognized by its excellence – we have a senior R & D team and include AI and ML resources in our offerings – and by the great cost / benefit offered to the customers . This profile helps the channel partners to do business and to engage the customer in long-term relationships . •
Some of the management and philosophy strategies I focus on is to build an inclusive relationship with Hillstone ’ s channel partners and distributors .
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