Intelligent Tech Channels LATAM Issue 19 | Page 21

LATAM
ENTERPRISE TECHNOLOGY
On the other hand , incumbents have the advantage of already having a presence in the market and a deeper understanding of their clients ’ needs . For these partners , we offer the chance to expand their portfolio with innovative solutions like NDR and XDR , which are becoming essential for cybersecurity . Plus , we provide financial incentives and on-going support , enabling them to explore new verticals and markets , thus boosting their competitiveness and ability to serve a broader client base .
Many partners are , also , moving towards the MSSP path . Their offerings are based on a layer of services that sustain the digital environment of the customer . In my 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 .
Those different partner ´ s profiles play a crucial role in our growth strategy and mutual success . We believe that by supporting our channel , we can build a diverse and strong partner network capable of tackling the challenges of the cybersecurity market in Latin America .
How does your company approach training and upskilling channel partners ?
At Hillstone , we take a dynamic approach to training our channel partners , focusing on two main pillars . First , we conduct regular training sessions that cover both technical aspects and commercial strategies , available in both in-person and online formats . Our goal is to ensure that partners not only understand the details of our products but also know how to strategically position them in the market . We ’ re particularly excited about our AI-based solutions like XDR , which have generated significant interest among partners and their clients , offering an innovative and proactive approach to cybersecurity .
Additionally , we provide practical labs and simulation environments where partners can gain hands-on experience . Our ‘ hands-on ’ training events , which include demonstrations and simulations , are held regularly across various regions of the country . Recently , we organised one of these events where participants interacted with our XDR platform in a controlled environment . In this setting , they learned how to configure the solution optimally and create hypothetical environments that reflect actual market challenges . This practical approach not only boosts partners ’ confidence but also equips them with the necessary skills to implement our solutions in real-world contexts .
We are committed to transforming our partners into trusted consultants of their customers , not just sellers . The better prepared they are , the better they can serve their clients . We actively seek feedback from our partners to refine our training programs and ensure they remain relevant in the fastpaced tech landscape . Our commitment to continuous learning means we are always ready to support our partners on their journey , helping them thrive in the everevolving world of cybersecurity .
What benefits can channel partners expect when working with your organization ?
We offer a robust portfolio of cybersecurity solutions , ranging from NGFW to advanced solutions like NDR and XDR , which are highly demanded in the market . This enables partners to have cutting-edge products to solve critical security challenges for their clients .
Support is one of our biggest differentiators . Partners receive specialised technical support and direct access to our team , from pre-sales to postimplementation . We ’ re with them every step of the way .
Additionally , we offer attractive financial incentives , such as rebates , Market Development Funds ( MDF ) programs , and profitable margins , making the partnership not only technically advantageous but also financially rewarding .
What advice would you give to companies looking to become a channel partner with your organization ?
For companies considering becoming channel partners with Hillstone , I ’ d say that success in this partnership starts with a genuine commitment to cybersecurity best practices and the willingness to dive deep into our solutions .
It ’ s crucial to understand that working with Hillstone is not just a sales opportunity ; it ’ s a chance to become a trusted consultant for your clients . Invest time in learning about our solutions , especially the more advanced ones , and how they can address specific market challenges .
Take advantage of the training and resources we offer . The more prepared you are , the more value you can add to your clients , which , in turn , will lead to more business opportunities .
In short : Seek knowledge , build relationships , empower your team and stay agile . Partnering with Hillstone can be a great opportunity , but it requires dedication and commitment . •
As technology advances and cyberthreats become more sophisticated , channel partners will need to adapt and offer more innovative and tailored solutions .
INTELLIGENT TECH CHANNELS LATAM
INTELLIGENT TECH CHANNELS
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