Q: What have been Netskope’s main achievements in the Mexican market?
AK: We have achieved solid growth in the Mexican market, surpassing general market rates with annual growth of close to 30%. This success stems from our advanced technological vision and operational expansion, including a data center we opened in Queretaro two years ago, which enhances user experience by minimizing latency and improving proximity to clients. We plan to continue investing in infrastructure and could open a second data center in 2025-2026 to meet growing demand, securing access to our solutions across the country and Central America.

Q: What Mexican industries have you prioritized during the past year?
AK: While we serve clients across all industries, our primary focus in Mexico has been on sectors with high data sensitivity and stringent regulatory demands, particularly finance, telecommunications, retail, healthcare, and manufacturing. These industries have strict requirements for data security and privacy, making them especially aligned with our solutions. Financial services and healthcare, for example, manage highly sensitive data, from personal financial information to intellectual property, which drives stronger demand for advanced security measures. 

In Mexico, we are primarily focusing on midmarket and enterprise-level companies, where our solutions can have the most impact. While we do not target the lower end of the market, we collaborate with select service providers of security services tailored to SMEs. 

Q: What are the biggest challenges your clients are facing in protecting their assets? 
SM: Our clients face significant challenges, including reducing complexity, enhancing user experience, consolidating technology, and defending against AI-driven attacks. Many organizations struggle with multiple, siloed systems that hinder effective zero-trust management. Netskope addresses this problem by providing a unified platform that integrates security functions, streamlining operations and ensuring centralized security management. We adopt a context-based approach to security, allowing secure access while providing real-time coaching to users, enhancing security without disrupting workflows.

The rise of sophisticated AI-driven attacks poses an increasing threat, leading to higher security expenses. Companies are consolidating their technology ecosystems to fight this challenge. Netskope plays a vital role in this strategy, integrating with identity management, endpoint detection and response (EDR), and security operations centers. By minimizing reliance on disparate solutions, organizations can reduce costs, streamline operations, and strengthen their security posture. Our open platform, built with native API integrations, facilitates this consolidation and ensures effective communication among systems while delivering top-tier protection across fewer integrated platforms.

Q: How do your solutions address the emerging challenges companies face?
SM: We use our cloud-native approach, robust R&D, scalable network infrastructure, and seamless API integration to tackle emerging challenges. We built our platform in the cloud to manage massive data loads with high automation. With half of our team in R&D, we release two to three major modules each year to keep our security solutions agile. Our private cloud network ensures fast, low-latency connectivity. Through our Cloud Exchange Alliance and strong API framework, we integrate effortlessly with platforms like Microsoft 365. Our recent DSPM acquisition completes our vision, allowing us to track and secure data across all environments with zero-trust precision.

Q: What characteristics have allowed Netskope to differentiate itself and offer unique value in the cybersecurity industry in Mexico?
AK: Our agile cloud-native foundation was built to handle modern cloud traffic. Unlike competitors from the legacy appliance market, we designed our platform from the beginning to support complex, cloud-based actions, like those on LinkedIn or Microsoft Office 365. This enables us to scale without impacting user experience, applying advanced DLP and threat protection seamlessly. 

Q: How has the adoption of cybersecurity solutions in the Mexican market evolved in recent years? 
AK: The adoption of cybersecurity solutions in Mexico has grown significantly in the past couple of years. Initially, many companies relied on traditional security methods and viewed security as a mere checkbox solution, often questioning the effectiveness of cloud-based security, especially in traffic management. The rise of hybrid work and cloud technology has sparked greater interest and willingness to embrace modern security models. Businesses now understand that outdated systems, which lack visibility into user traffic, cannot provide effective security. This shift aligns with industry analyses that advocate for adopting security service edge (SSE) solutions.

We help users effectively understand and leverage technology. Rather than viewing users as the weakest link, we empower them to make informed decisions. For example, we partner with clients who prioritize cultivating a positive workplace culture by guiding users toward appropriate corporate tools. Users receive prompts that educate them on safer alternatives, fostering a proactive security mindset. This approach has proven effective; one client experienced a 95% reduction in security incidents within three months.

Q: What types of solutions would best suit the Mexican market?
AK: As businesses increasingly embrace hybrid work and cloud solutions, there is a growing need for robust security frameworks that move beyond traditional, box-based approaches, which often lack the necessary visibility for modern workflows. We advocate for SSE solutions that dynamically manage user traffic and security needs in real time. 

Q: What are your main goals and targeted milestones for 2025?
AK: By the end of 2025, we expect to see significant growth and market penetration, particularly among large enterprise accounts. With over seven years of experience in the Latin American market, our focus has been on building long-term relationships with customers, many of whom have expanded their use of our SSE platform from a single solution to multiple modules. 

SM: Success will mean not only maintaining high customer satisfaction but also effectively leveraging our land-and-expand strategy to maximize the value we provide to existing clients. We also aim to continue addressing the white space in the market by demonstrating our unique capabilities and vision to complex networks and large organizations.