Cybersecurity Partnerships Empower a Secure Future: SonicWall

Q: How has the company's position evolved since its entry into the Mexican market almost 25 years ago?
A: We have seen significant changes. We were initially perceived as a supplier that specialized in firewalls and other basic infrastructure products. In recent years, we have redesigned our strategy. We now focus on offering cybersecurity services through platforms that allow managed security service providers (MSSP) to offer their own customized services.

Our transformation into a service-based model was key to our growth. We also adapted our sales approach to turn our channels into security service providers. This positioned SonicWall not only as a product provider, but as a comprehensive platform for cyber protection. The Mexican market, with its experience in software leasing and financing, has been a favorable environment to implement this strategy.

Q: What are SonicWall's main differentiators from other competitors in the cybersecurity industry?
A: We distinguish ourselves not only by the quality of our products, but by our unique approach to channel partnerships, supporting MSSPs through an open and flexible platform. Unlike other competitors who focus on selling directly to the end customer, we maintain a strong commitment to our distributors, providing technical support and training programs that ensure trust.

Q: How does SonicWall ensure that its solutions remain aligned with the needs of the over 500,000 businesses it protects globally?
A: We are constantly reinventing and adapting. We listen and adapt to the voices of diverse players in the industry, such as our partners and customers in different regions, including in key markets such as Mexico, Brazil, and Colombia. It is crucial for us to not only offer high-quality products, but to also implement improvements based on the direct feedback we receive from channel experts, which allows us to accelerate our developments and adaptations.

We recently launched a new generation of products, such as the seventh generation of our Firewalls, demonstrating our commitment to constant innovation. We also acquired a company specializing in Cloud Security Edge, which allows us to offer SaaS solutions that replace on-premise systems and facilitate completely secure remote access. We opened a customer service support hub in Costa Rica to improve efficiency and increase proximity with Spanish-speaking customers.

Q: How does the integration of SonicWall’s technologies into an existing enterprise infrastructure benefit clients?
A: We developed solutions that are easily adaptable to established environments. The key is to offer products that do not require radical reconfiguration of legacy systems, but integrate efficiently with them. This is achieved through platforms such as Managed Security Services (MSS), which function as a virtual security operations center (SOC), allowing companies to optimize their security without the need for major changes to their infrastructures.

Q: What are the main benefits that customers can expect during this process?
A: By allowing our solutions to interact with existing security products, clients can avoid costly or complicated changes during the transition. This also allows companies to enhance their cybersecurity in a phased manner, depending on their needs and capabilities. In addition, by including different voices and experiences, SonicWall ensures that the solutions offered are aligned with the specific challenges of each market and user.

Q: How does SonicWall integrate the use of AI to continue to strengthen both its customer offerings and streamline its internal operations?
A: About 70% of our product development team comes from companies with AI expertise, which has allowed this technology to be incorporated directly into the solutions we offer, such as firewalls, endpoints, and MSS services. We are also applying AI internally to improve the efficiency of operations and standardize processes within the company. This transformation has allowed us to homogenize workflows, optimize tasks, and provide a more agile approach in the way we serve our customers and manage their internal resources.

AI has also had a positive impact on our commercial and marketing divisions. We have adjusted our internal platforms to integrate technologies that reinforce our sales and marketing strategies, optimizing our operations to be more competitive in the market.

Q: How is Latin America positioned within the global cybersecurity market? 
A: Latin America has great potential for cybersecurity. While the region faces political and economic challenges, it also has great talent and capacity to innovate in the sector. In Latin America, each country has unique characteristics that require a customized approach.

Cybersecurity in Latin America is being driven by the increasing digitization of businesses and the adoption of new technologies. As governments, businesses, and citizens become increasingly integrated into the digital world, the demand for cybersecurity solutions has increased significantly.

Q: What are SonicWall's expansion plans for Latin America in 2025?
A: We have made the decision to invest significantly in the region, opening offices in key countries such as Brazil, Colombia, Mexico, Costa Rica, Argentina, and Chile. Growth in markets such as Chile, Peru, and Argentina will be a priority, with specific investments in local talent and in adapting our security solutions to the new laws and regulations that are emerging in these countries. We are also working to strengthen our cloud and MSS solutions and hiring experts in the region to implement these solutions in different markets. Finally, we are expanding our support in the region by hiring personnel fluent in Portuguese and Spanish, allowing us to offer a more personalized service to our partners and local channels.