point of view , this is a natural evolution of cybersecurity solutions . But we also remain strongly focused on licensing and equipment sales . We are flexible , addressing the needs and business models of all kinds of partners , delivering the best technology and knowledge regardless of the path they choose to adopt .
How do you ensure channel partners flourish in a highly competitive market ?
Despite being a highly competitive market , there is a lot of unmet market demand in Brazil . We navigate well across several verticals , including Internet Service Providers ( ISPs ), financial institutions , retail businesses , healthcare organisations , educational players and energy companies . When we talk about major accounts , where we naturally compete with large vendors , we have a different level of technical support to the partner than what is usually found in our market , offered by other vendors .
We support our channels end-to-end in the project , from the PoC ( Proof of Concept ) to details of the contract signing process . A well-aligned strategy with our distributors guarantees that the entire channel ecosystem will have product availability , various financial solutions to support the customer ’ s choice , and of course , an unquestionably welldefined pricing positioning .
What are the latest trends you see emerging across the channel ?
In terms of portfolio , Hillstone sees a huge growth with its cloud security solutions – that is the case of CloudHive , CloudArmour and CloudEdge . These platforms provide comprehensive workload protection across all environments , from bare metal and virtualised to containerised systems . A change that has been happening for a while but is still prominent in the channel ecosystem is migrating to MSSP models , adding a service layer to Hillstone products and software , from the implementation process to full environment support . Hillstone understands this movement and supports the channel in this journey .
Which regions do you see offering the most opportunities for your company ?
We have a lot of business throughout Brazil . Southeast , South , and Midwest are our best performing regions . But we have many projects in the Northern and Northeastern regions of Brazil as well . •
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