CLM, a Latin American value-added distributor in information security, data protection, data center and cloud infrastructure, and Appgate, a global provider of cybersecurity solutions, announce a new strategy for building an ecosystem of excellence for the partners.
From the point of view of Appgate Brasil, led by its channel director, Marcos Tabajara, there was a need to customize the channel program to suit the needs of the country and the profile of the local user. "The expectation is to have 300 partner channels in three years to significantly expand our presence in Brazil", he observes.
Marcos Tabajara
In the agreement between the two companies, CLM will support commercial actions and share the work of structuring the channel network with Appgate, helping to train the channels through the development of webinars, marketing actions and relationships with resellers. “There is a synergy between the companies and the strength of CLM is essential for the consolidation of this ecosystem of partners”, comments Tabajara.
The founder and CEO of CLM, Francisco Camargo, stresses that the implementation of Appgate's channel program will ensure projects with the highest quality and maturity. “Our support structure, associated with the restructuring of the channel area at Appgate and the expansion and training of increasingly specialized resellers, form the perfect ecosystem to meet the priority demands of the market in information security”, says Camargo.
Francisco Camargo
Some features of Appgate's worldwide channel program were based on requests from Brazilian partners, such as increased margin. Previously, resale remuneration, for example, followed the North American model, which ended up reducing the margin of local resales. “This has changed, with the objective of increasing the margin of partners in Brazil”, says Tabajara.
With the new channel strategy, Appgate believes that its software-defined perimeter solutions based on Zero Trust principles, which are already in high demand in the corporate market, tend to gain a leadership position. This is because most attacks, including ransomware and data leaks, are carried out from the theft of user credentials, which are changed for use on other machines. With Appgate's software-defined perimeter solution, the attacker cannot walk this path and the attack is mitigated.
“We are the leading company in secure access and protection against electronic fraud for people, devices and systems based on the principles of Zero Trust and Artificial Intelligence. We've made secure access simpler for users and security management teams, and more difficult for adversaries,” concludes Tabajara.
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