About these solutions, he adds, “are aimed at Onpremise, IaaS and SaaS platforms based on a centralized management concept, being capable of protecting more than 800 data sources, more than 1,400 storage destinations.

Veritas solutions include:

• Veritas Alta SaaS Protection: A high-performance, scalable solution designed to protect data in SaaS applications, such as Microsoft 365, Google Workspace, Salesforce, Slack, and Box, among others.

• Veritas Alta Data Protection: Delivers the industry’s broadest protection for cloud workloads, with AI-powered automation, flexible recovery options, and cloud-native storage technology.

• Veritas Flex Appliance 5260/5360: provides a comprehensive solution for data protection under the All-in-One philosophy, combining software, hardware and prevention against ransomware attacks.

• Veritas Access 3360: A turnkey appliance designed for long-term retention in environments protected through NetBackup, with deep integration and benefits in terms of efficiency and storage capacity.

• Veritas Alta Recovery Vault – is a cloud-based, fully managed data retention secure vault service for NetBackup and Veritas Alta Data Protection users, with deduplication, ransomware protection and predictable costs.

The integrated solutions package is aimed primarily at the Enterprise market, with the aim of meeting the diverse and growing needs of this segment such as the increase in Ransomware attacks and the need to have technology that allows the organization to design and build solid security strategies. recovery based on a complete solution for data protection and management.

As the executive shares, Veritas’ strategy this year focuses on supporting companies in their digital transformation process, providing integrated data management and protection solutions that demonstrate unparalleled versatility, performance and cost savings.

Added to this, legacy operating systems such as Windows XP and Windows 7, which remain critical to operations in industries such as healthcare, are often not compatible with modern antivirus software.

Because these systems often play a crucial role in running custom ICS applications in the factory, protecting legacy devices is a mission-critical concern. Against this, TXOne solutions are customized to achieve maximum security of ICS endpoints without affecting productivity and can be freely adjusted to suit the needs of any ICS environment.

For modernized assets, StellarProtect combines machine learning with ICS Root of Trust (RoT) to protect against known and unknown malware. In turn, the solution continuously monitors the system to understand how users interact with ICS applications and uses this information to intelligently determine whether applications are trusted and should be allowed to access files, system libraries, and settings or potentially confidential data.

In summary, TXOne StellarProtect is characterized by offering performance that exceeds industry standards. Its main advantages include the ability to run in an offline environment and still provide protection against known and unknown attacks.

Besides, TXOne’s qualification service collects and verifies various ICS applications and credentials and adds them to a database. In this way, this technology eliminates the need to scan known files and drastically reduces system load.

Lastly, StellarProtect learns the operational sequence of each ICS application when it runs and creates profiles according to its operational needs. Any trade not included in this trading learning profile will be determined as suspicious and blocked.

The work with Licencias OnLine

Jeff Van Natter, Director, TX One Americas Channel, highlighted the importance of the distributor working together with the brand, and highlighted some benefits of its portfolio of solutions: «TXOne’s alliance with OnLine Licenses provides its extensive distributor network native preventive cybersecurity solutions for OT to meet customers’ OT security demands. TXOne’s Stellar endpoint solution is protecting thousands of legacy and modern industrial control systems. “Stellar is designed specifically for OT, limiting false positives and providing the ability for a complete crash on operating systems, even Windows XP.”

“Among the 6 people in the Costa Rica office there are 3 Product Managers who serve and lead different brands in the security, infrastructure and cloud. We also have 2 pre-sale engineers who support the brands we represent in the region,” explained Savelli. An added: “We have a very broad portfolio of brands at the level of cybersecurity, data management, cloud. There are brands like Microsoft, Trendmicro, Checkpoint, Sophos, Kapersky, Veeam, VMware, Red Hat, and more”.

The wholesaler says they are achieving continuous growth in Central America and the Caribbean. They achieved 17% growth year by year in 2022, and the targets for this 2023 forecast more than 30% compared to last year.

“My goal as a business leader is to support the team in the alliances we have with brands, facilitate communication, be accelerators of negotiations, funnel with the main partners we have in the region, and support the financial side in case of very specific special businesses. We are also working on opening new brands in the territory, and opening new countries,” pointed the Country Sales Manager.

Licencias OnLine and a growing partner ecosystem

The executive highlighted the work of Licencias OnLine with their partners, and the support that the wholesaler offers them throughout the sales process.

“We have a team of highly trained professionals in the different brands we represent. We offer agility to support our partners in business, both commercial and financial”

Savelli also referred to those resellers that are moving from a traditional resale model to one of service providers, and said the company helps partners move their values to a service model. What they seek is to make resellers understand how they can monetize, maintain and optimize those values they offer to their end customers.

“We support them in the engineering and pre-sale part, it is super important that they understand the model to be able to take value from their commercial offer. We accompany them in all the part of demand generation, how to bring their market offer to their customers in this service model,” said Carolina.

“We are working with an approximate 350 partners in the region, made up of large regional companies with presence in different countries, service providers, integrators and partners that are in the traditional resale model”

On the other hand, Licencias OnLine also help partners who have large corporate projects. In these cases a commercial accompaniment, pre-sale engineering, information gathering and sizing of the solution is provided.

“We have a professional services unit, if there is an overflow project in which the partner cannot provide the implementation services to its final customer, that is where our professional services unit comes in to support the reseller”, added Savelli.

When being consulted by the profile of partners that are seeking to add to their ecosystem, the executive said they are interested in integral partners. “They are no longer partners who are only dedicated to selling an application, we see that it has worked for them to have that ability to integrate different solutions for a project, a common goal that their end customers have that can have an operational, cloud part, and a little security over the entire infrastructure, whether it’s endpoint, perimeter or cloud”.

What’s next

This year Licencias OnLine will present the relaunch of Go Connect throughout the region, its partner incentive program that coordinates a number of specific goals and growth, with a series of benefits, both monetary and value-added.

In addition, the wholesaler will hold its LOL Partner Exchange event specifically for Central America and the Caribbean. The meeting will take place the first week of August in Panama and Guatemala, and will take place in person.

“Those who want to contact us can do so on our website through info@licenciasonline.com. The message will reach the marketing team and bring it directly to us,” concluded Savelli.

Other means of contact:

Address: Paseo Colón Torres Building, 7° Apartment, Office 7-06.
San José, Costa Rica
Phone: +506 4033-6437 / 4033-6438
Website: https://www.licenciasonline.com/ar/es/contacto

Facebook: https://www.facebook.com/licenciasonline
Twitter: //twitter.com/licenciasonline
LinkedIn: https://www.linkedin.com/company/licencias-online/

“We define ourselves as a reseller driven company and our strategy has focused on leading the development of an open ecosystem of XDR (Extended Detection and Response) delivering world-class solutions, which seek unification and integration to give greater visibility and control to our customers in the face of a constantly growing threat environment and increasingly using more advanced techniques and tactics,” explains Cristián Velozo, Team Leader Channel LATAM of the firm.

In order to build the XDR strategy of Trellix, the offer consists of five main pillars of security technologies, incorporating also integration with third-party technologies:

• Endpoint Security
• Data Security
• Email Security
• Network Security
• Cloud Security

What is the difference? According to Velozo, “being an open ecosystem allows us to integrate our solutions and those of third parties to raise levels of protection, always seeking the power to anticipate new threats and providing all visibility and control to minimize the impact that any attack could generate on our customers”.

This is a very wide offer that can cover all customer segments, always seeking the development of the XDR ecosystem and in which “partners play a fundamental role,” the executive notes.

The alliance with Licencias OnLine

“From the strategic agreement with Licencias OnLine we have high expectations that, through its coverage in partners with a focus on cybersecurity, we can cover the needs of our customers in the different segments to which they belong”, says Velozo and adds: “By providing knowledge and relationships with the main resellers in Latin America”.

Regarding the opportunities that arise for business partners, he shares: “Trellix is a reseller company, formed by two large cybersecurity companies. We have a very robust portfolio, and presence in the main customers worldwide and especially in Latin America”.

This generates, continues, “a large base of new opportunities, looking to upselling and crosselling in our current customer base and also incorporating new customers in the use of Trellix technologies. In addition to this great potential we have in developing new opportunities, we have the Trellix Xtend program that provides excellent benefits to our partners and that allows us to generate a long-term relationship of trust and a win/win in each of the opportunities in which we work together”.

In this sense, “the permanent empowerment of our partners is key to the development of new opportunities, starting with the commercial and technical part. We seek, through the support of Licencias OnLine, to deliver to Trellix partners knowledge and that we can form autonomous partners in the development of new opportunities, being able not only to sell solutions, but all the services the customer might need to keep their business as far away from cybersecurity threats as possible,” concludes Velozo.

That’s where resellers have a very important source of business. Kaspersky figures reveal that between January and February 2022, 50% of organizations, whether public or private, experienced an increase in security incidents compared to 2019, before the pandemic. The cyber threat landscape is so vast that unfortunately organizations live at permanent risk.

According to the spokesman, the digitization that the countries of the region live has many advantages: it allows to connect more services, optimize times, generate prediction models that reduce costs, but also makes companies more vulnerable.

“The panorama of cyber threats is so broad that unfortunately organizations live in permanent risk,” he says. “The strategy is to reach the right partner with the right offer to make an intelligent positioning of our wide portfolio. It should be remembered that the cybersecurity strategy is not only a product, it is a triangle that includes: threat intelligence, protection tools and education to employees, regardless of position or hierarchy”.

To address that context, the brand is emphasizing what corresponds to Advanced Threat Detection products. “Specifically our XDR solution to bring businesses in the region to a more mature level of cybersecurity adoption,” he says. “This is accompanied by Threat Intelligence solutions that complement the cybersecurity strategy of organizations”.

And he continues: “The interest in promoting such solutions lies in the fact that, since the beginning of this year, Kaspersky experts anticipated a shift in advanced persistent threats (APT) against smart organizations and devices (OT) in new industrial sectors and locations. Sectors of the economy such as agriculture, logistics and transport, energy, high technology, pharmaceuticals and medical equipment manufacturers are targeted by attackers”.

The work with the partner

“From Kaspersky we are working to train our business partners to become their clients’ security partners and have the necessary capabilities to manage cybersecurity incidents properly and in a timely manner,” says the executive. “We want to have an ecosystem of resellers where partners can provide timely follow-up to each of the security solutions and help ensure their effectiveness at all levels, from protection, detection and response, as well as threat intelligence”.

In this sense, the needs of the brand are based on bringing to the target market the knowledge of its extended portfolio that has advanced cybersecurity capabilities to the current ecosystem of partners. Likewise, to prospects that this advanced portfolio complements and allow to make a positioning to Enterprise segments of the market.

To do this, “we work with distributors like Licencias OnLine on strategic recruitment and partner development plans that allow us to fulfill the aforementioned purpose,” says Sánchez. “The wholesaler is a key player in the whole business. He interprets the market and conveys the perception of it to perfect the product. It is who knows what to order, when and the appropriate amount. Also, with his experience he looks after the brand’s reputation, positioning, partner management and its associated value offer”.

The company has a partner program, Kaspersky United, which has differentiation memberships among partners, Advanced technology specialization programs from our portfolio even incentive programs aimed at the sales forces of our resellers.

In order to strengthen the training program for the partner ecosystem, Kaspersky will implement Academy 360 throughout the year. This project is designed to help partners improve their knowledge of the company’s key solutions, so that they become the best allies for the cybersecurity strategy of SMEs and large companies. It also seeks to provide them with useful tools to strengthen their skills and remain a competitive talent in the current context and market needs.

The solution specifically targets the following:

• Backup and recovery of data from container platforms
• Migration of applications between different container solutions
• Multi-cloud container data protection
• Disaster recovery
• Normative compliance
• Automation and orchestration of data protection tasks

The above are some of the technical highlights of the solution, however, the partner or end customer can find value in any annexed situation and that Kasten can deliver at data protection level of kubernetes solutions, for example, corporate image faced with a situation of unavailability, or costs for compensation to affected customers, who are not technical, but can have visibility and affect the prestige of a company.

For businesses, it provides a secure and reliable solution for container environment data protection. And it helps ensure business continuity, operational efficiency, compliance with regulatory requirements, flexibility, portability and security in cloud data protection.

All these aspects, plus the appropriate accompaniment of a Partner, would benefit the end customer even more in their internal development and operations management, having guarantees and certainties that would allow you to focus your teams on what they really bring value to the organization.

“Experience has told us that every customer is unique, so it is extremely important to adapt the approach and recommendations to the specific needs and requirements of each one,” says Cristian Soto, Technical Sales of Veeam in Licencias OnLine. “In that respect, in order for a Partner to properly address an opportunity or conversation with an end customer, it is important that, first, become familiar with the basics of container solutions and with all the features that the Kasten product is able to deliver as part of the protection of such platforms”.

Therefore, the spokesman continues, “by taking a simple look at how this solution could move forward, a couple of key concepts would be: familiarisation with technology, clear use cases, compatibility of the solution, keeping up to date on the solution through documentation, webinars and events”.

For implementation, just as each client has its particularities, each implementation could have its specific requirements and considerations. In this respect, according to the spokesperson, the partner must have the ability to adapt its approach and processes to meet the unique needs of each end customer.

In this way, it becomes essential the technical knowledge, the team of professionals who are behind to carry out a consultancy that takes into account the evaluation of the infrastructure, the implementation planning, the deployment, the configuration, solution documentation and post-deployment support. Added to this, have access to your own test environments or, for example, through the Hands-on-Lab available on the Veeam Propartner portal.

The value of the wholesaler

“In Licencias OnLine we can provide valuable support to partners by offering support in the development as a reseller or service provider, through technical/commercial advice, training offer and product certification, marketing resources for dissemination and demand generation, management with the brand for incentive and reward programs, and, finally, logistical and administrative support for everything related to the licensing of the product,” says Soto.

“It was a spectacular experience to review our business, discuss ideas on how to continue adding value to the technology market and our reseller ecosystem,” said Carolina Losada, CEO of Licencias OnLine.

“Technology based on cybersecurity, hibrid cloud and digital workspace are the pillars of our business, and it is where we see that the channel continues to bet and the market continues to require business”
-Carolina Losada

Moreover, Carolina Savelli, Country Manager of OnLine Licenses for Central America and the Caribbean, said that the main goal for OnLine Licenses in her territory is to grow with its partners, which represent the main alliances they have in the region.

“We want to develop this new territory of the Caribbean and know how our partners work in it. We invite you to work with us, we are a team of highly qualified professionals in the different brands we offer within our portfolio”, said Savelli.

And she added: “We seek to know our value offer through the synergy that we can generate with our education and professional services unit, hand in hand with the main brands that we represent in the territory we are sure that we will grow your business”.

To conclude, Carolina Losada expressed her gratitude to the resellers for the accompaniment and joint growth they have had last year and so far in 2023. “We invite those who do not yet work with us or who want to grow in any of these technologies, to contact us, our commercial and technical team in each country will advise and accompany you at any time”, said the CEO of Licencias OnLine.

With a 100% resellers-focused ecosystem, the company not only distinguishes those who have proven successful in delivering Veeam solutions to joint customers, They have also exceeded expectations by providing industry-leading solutions and services that keep businesses running.

“Business leaders face greater challenges in this era of intensified cyber attacks and ransomware,” said Kevin Rooney, vice president of Americas channel at Veeam. “We believe that the combination of great technology and strong partnerships can help organizations protect themselves from these threats and, if the worst happens, enable them to recover quickly and keep their business running. I am extremely proud of our Latin American winners of the Veeam Partner of the Year 2022 Award and excited to celebrate their achievements this week at VeeamON 2023”.

Veeam Partner of the Year Awards winners include:

• Veeam Impact Partner of the Year, LATAM: 3Structure
• Veeam Distributor of the Year, LATAM: Licencias Online
• Veeam Accredited Service Partner of the Year, LATAM: AT SRL
• Veeam Impact Partner of the Year, Brazil: 3Structure
• Veeam Impact Partner of the Year, Mexico: Jar Electonica Aplicada
• Veeam Impact Partner of the Year, NOLA: GBM
• Veeam Impact Partner of the Year, SOLA: Asesorias ARS BYR
• Veeam Rising Star Partner of the Year, NOLA: MT2005
• Veeam Rising Star Partner of the Year, SOLA: Consulting Services SRL
• Veeam Rising Star Partner of the Year, Brazil: Pise4 Tecnologia
• Veeam Rising Star Partner of the Year, Mexico: Technology as a Service Mexico

In the case of VCSP partners, who were recognized are the following:

• Veeam Impact Cloud & Service Provider Partner of the Year, LATAM: Triara
• Veeam Impact Cloud & Service Provider Partner of the Year, Brazil: ISH Tecnologia
• Veeam Impact Cloud & Service Provider Partner of the Year, Mexico: DRP Mexico
• Veeam Impact Cloud & Service Provider Partner of the Year, NOLA: IFX Networks
• Veeam Impact Cloud & Service Provider Partner of the Year, SOLA: Soluciones Informaticas Integrales SA

“As remote workforces and hybrid work environments accelerate demand for data protection, organizations are standardizing their protection capabilities in their data center, IaaS and SaaS workloads,” said Mauricio González, vice president of LATAM at Veeam. “I am proud to acknowledge the excellent achievements of our partners and celebrate the award winners for their dedication to our joint success».

“With the recent launch of the Veeam Competency Program that provides dedicated expertise and resources to support customers and partners using Veeam’s data platform, we are confident that our partners will have an even greater competitive advantage”, said Sara Wilson, Senior Director of LATAM Channel at Veeam. “I want to congratulate our partners in the region who have been key to Veeam’s growth. Latin America is an extremely important region for the company and collaboration with our partners is fundamental to our mission to keep the business of our customers running”.

Licencias OnLine said: “We thank Veeam Software for this recognition, for trusting us and for working together in providing data protection solutions for companies in the market. We are proud of this partnership, and it motivates us to continue on the path of success together”.

Cloud adoption has increased at a fast pace in recent years, with more and more customers moving their network infrastructure to cloud environments in order to remain productive and competitive. In fact, this adoption is forecast to reach $620 billion by this year.

Hernan Mella, Sales Engineer at Licencias Online for Check Point, says: “As a consequence of the pandemic, many companies that used to have their infrastructure on-premise now understand that it must be available to users both within the company and remotely”.

However, cloud environments differ significantly from on-premise infrastructure, which means that traditional security tools and approaches do not always work effectively or efficiently in the cloud. Security breaches in the cloud are common, and most breaches are the result of errors related to wrong configurations.

On this point, Check Point stresses the importance of understanding which are the most appropriate solutions for this migration and, above all, how to manage the security of these solutions. In this regard, Hernan mentions that “although risks already existed in the cloud, these have increased, as more clients and a greater number of assets are now in the clouds, giving rise to new problems and threats”.

Among which, he lists:
– The loss of visibility into what customers have in the cloud, especially when they have Multicloud environments;
– The possibility of breaches being left open since it is so easy to upload published assets to the Internet;
– Devops environments have also moved to the cloud for greater flexibility, but, in some cases, without a clear security strategy;
– Threats specifically designed to scan the cloud for breaches.

As a response to this scenario, Mella highlights that CheckPoint Cloudguard offers 5 vectors that target the complete development of both private and public Cloud security. These are:

– Security architecture through virtual FW for public and private cloud: they seek to protect assets in the cloud [whether server farms, DR sites, Lift and Shift etc] as well as to take advantage of the characteristics of the public cloud such as its elasticity or micro-segmentation capacity.

– Public Cloud Posture Management [CSPM]: to achieve complete visibility of the assets, as well as to remediate security issues of public Multicloud environments such as AWS, Azure and GC.
– Appsec standalone: a solution that protects Web Applications or Api on-premise, in private or public clouds.
– AppSec Workload: This aims to protect Web applications, api, but also adds container and serverless protection. [solution that works together with CSPM].
– Intelligence Pro: a threat detection and analytics service for public cloud environments.

Regarding the main new features that the brand is presenting in terms of security for this year, the executive states: “Firstly, the adoption of a protection strategy based on CNAPP, so that customers can have not only a cloud security product but a complete security platform that aims to protect their entire cloud infrastructure”.

At the same time, he adds: “The acquisition of the company Spectral last year is one of the most attractive new additions to the Check Point Cloudguard portfolio. Spectral performs static scans of source code, looking for anomalous configurations and secrets, with a machine learning engine that allows the developer to program securely. It can also be complemented with the Workload Protection solution if you want to have dynamic code protection”.

To conclude, Mella highlights a series of key points for companies to achieve secure cloud environments:

– Maintain broad visibility of the Assets you have in your private clouds and especially in public clouds, as a single misconfigured asset can expose the entire infrastructure.
– Have multi-cloud environments, but always with the ability to manage all providers from a single management and security tool, this will allow greater visibility and, therefore, ease the growth within the same cloud(s).
– Do not neglect code protection in workloads. “We know that the required agility sometimes does not ‘converse’ with security, but you must have a DevSecOps vision and strategy in every application build process.”

In this sense, Néstor Serravalle, CSO at VU stated that the goal of this alliance is to achieve scale in the commercialization of VU’s On Premise and SaaS products in Spanish and English-speaking countries in Latin America and the Caribbean.

Through this partnership, the brand will leverage its (C)IAM (Customer Identity & Access Management) solution, which has the ability to orchestrate identity validation, proof of life, registration, user authentication and real-time fraud detection and enables organizations, enterprises and governments to have a unified end-to-end digital identity strategy.

The executive explains that these products are aimed at companies that have remote users and access digital environments to work, transact and exchange information: “They enable the creation and enrichment of people’s Digital Identity, protect them and prevent fraud that is typically carried out by accessing these digital environments with stolen credentials or fake identities. The digital assets of companies or government agencies and the exchange of information, including valuable transactions, are safeguarded.”

LOL Partnership Agreement

“What we are looking for is to strengthen our position in Latin America and the Caribbean, achieving market coverage through a diverse network of partners, reaching these customers,” says Serravalle.

The company has chosen Licencias OnLine to market and position its solutions in the region: “It has the capabilities and flexibility we need to be able to achieve this goal. We are confident that this partnership will allow us and LOL to reach partners and customers who require our solutions to protect the identity of their users.”