It is important to support our channel partners as much as possible . needs . The goal is not to sell . The goal is to sell something useful and valuable to the client with the utmost excellence .
It ’ s a known fact that many cybersecurity solutions are acquired , but due to a lack of the necessary professional skills in project development and solution implementation , their full potential remains untapped .
The AIQON team diligently collaborates with AIQON partners to mitigate this issue , ensuring that customers have the resources needed to fully leverage the benefits of their new cybersecurity technology . This dedication to excellence in results fosters long-term relationships between our ecosystem and Chief Information Security Officers ( CISOs ).
What is your management philosophy ?
I believe in people . People can make the difference and will . As a manager , my responsibility is to lay the foundation for excellent people to shine .
Do you work differently with channel partners in Latin America compared to other regions ?
The AIQON Channel Program stands out for its uniqueness . Representing various cybersecurity brands such as Netwrix , Syxsense , and Swimlane , among others , our program integrates these technologies and offers different relationship levels within the channel ecosystem , encompassing all these offerings .
When a local partner joins the AIQON Channel Program , their technical team gains access to a portfolio of solutions that effectively address most of their customers ’ cybersecurity challenges . In this way , AIQON serves as a ‘ One Stop Shop ’ for its partners , keeping them informed about a range of disruptive technologies with excellent cost / benefit ratios .
How do your partners deliver AIQON solutions to end-users ?
Within our program , we have both resellers and Managed Security Service Providers
( MSSPs ). While the number of resellers outweighs that of MSSPs , it ’ s worth noting that an increasing number of traditional resellers are exploring the MSSP model . In this model , AIQON solutions are provided as Security-as-a-Service .
How do you ensure channel partners flourish in a highly competitive market ?
By backing them up every step of the way as said above .
We work together on the sales process , marketing strategy and operations , pricing , implementation and technical support . The channel partners understand and appreciate us being an extension of their operations . Partnerships are win-win relationships and should be treated with respect and the highest level of ethics .
What are the latest trends you see emerging across the channel ?
Channel partners are increasingly frustrated with past sales of low- quality solutions . This sentiment is particularly pronounced in Brazil , a country known for its price sensitivity , where inexpensive products often gain rapid market traction . However , as the market matures , there ’ s a growing recognition of the importance of higher-quality solutions that deliver tangible results . This shift is driven by the understanding that opting for cheaper options can ultimately lead to higher costs and increased risk . Consequently , channel partners are transitioning towards offering higherquality solutions to meet the evolving needs of the market .
Which regions do you see offering the most opportunities for your company ?
Brazil as a whole . There are different challenges and maturity levels in every region and market sector . AIQON makes sure we have solutions for every company size and for different cybersecurity maturity levels . •
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