Q: What factors have helped Licencias Online become a key technology distributor in Latin America, and how does it differentiate itself from other IT distributors?

FC: We have established ourselves as a key distributor in Latin America through our personalized, boutique approach, which prioritizes speed and efficiency in supporting the distribution channel. Unlike other IT distributors in the region, we stand out by adding significant value at every stage of the process, from pre-sales to post-sales. We apply the same principles in all the countries where we operate, ensuring consistent service quality across all over the region like in Mexico, Argentina, Colombia, Chile, Peru and other countries.. Our strategy also emphasizes continuous innovation and the integration of new technologies to stay ahead of the curve and avoid the commoditization of software distribution.

For example, we have invested in SmartHub, which allows our partners to self-manage throughout the software project life cycle. This platform allows distributors to automate tasks, such as quoting and provisioning solutions, optimizing processes and improving efficiency. We also invested in hybrid infrastructure, mult-cloud, application platforms, and cybersecurity, which are key areas that drive our portfolio and enhance our technical and sales teams.

Q: How has Licencias Online’s distribution as a service (DaaS) model transformed the relationship with your partners, and what advantages does it offer?

EJ: Our DaaS model has transformed our relationship with partners by giving them tools to manage projects autonomously, improve agility, and reduce response times. It eliminates the need for intermediaries, allowing distributors to quote and provision solutions directly and more efficiently. The main advantage over the traditional model is its agility and customization, which enables our partners to focus on their strengths while we support them with strategic value in selecting and implementing technologies, enhancing collaboration throughout the commercial and technical process.

Q: Which of Licencias Online’ services have seen the greatest adoption in the Mexican market and what are the main challenges you are addressing ?

EJ: In Mexico, the services that have seen the greatest adoption focus on digitizing business processes, such as electronic invoicing, and improving operational efficiency through advanced technologies. There is also increasing demand for cybersecurity solutions to protect infrastructure and data integrity, which is crucial given the rising risks of cyberattacks. We offer comprehensive solutions that integrate protection tools, system monitoring, and data backup. 

Q: What technological trends are expected to have the greatest impact on the industry in the next two years?

FC: AI and its integration with the cloud will undoubtedly have the greatest impact. While AI is not new, its widespread adoption is driven by increased computing power and the expansion of cloud infrastructure, enabling companies to leverage this technology to optimize processes and create value. The real challenge lies in the implementation of this technology, as many companies lack well-structured data, which limits the full potential of AI.

Regarding the trends we see in the market, I take this opportunity to invite everyone to download our TendenciasLOL2025 Trends Report." This is an ebook with valuable content about the latest trends from our 3 technological clusters: Hybrid Infrastructure, Application Platforms, and Cybersecurity, and how this is influenced by AI. 

Q: How do Licencias Online's services enhance investments or operations in companies?

FC: Licencias Online’s Smart House tool has allowed our partners to cut operational costs by 20%-30%. The self-management system allows distributors to efficiently handle a high volume of daily transactions without manual intervention, streamlining administrative processes, including invoicing and Microsoft contract renewals. 

Our ability to offer a comprehensive value proposition tailored to each client’s needs has been key to the success of our solutions. For example, through our Managed Services model, partners can provide their clients with the flexibility to access technology on a monthly payment basis, eliminating the need for large upfront investments.

Q: How is Licencias Online helping its partners and clients to face growing cybersecurity threats?

EJ: We support our partners and clients by providing comprehensive solutions that combine protection tools, system monitoring, and data backup. The Managed Services model, for example, facilitates the creation of technology services tailored to each client's needs, with the flexibility to consume technology in a scalable manner.

Q: How does Licencias Online provide technical and sales training to its partners, and what impact has that had on the commercial success of its clients?

FC: Through our business unit "LOL Education", Licencias Online has focused on training both its distributors and partners to deliver high-quality solutions to their end clients. We provide certification programs and official courses from the brands we represent, positioning ourselves as facilitators of knowledge and ensuring our partners are equipped to address technological challenges. We also offer professional services that help distributors differentiate themselves by implementing and supporting complex solutions with our business unit called “LOL Servicios”. . 

This approach has had a significant impact on the commercial success of our clients. Over the past year, we have organized over 100 events at our Licencias Online Business Center in Mexico, combining technical and sales training. These sessions covered everything from solution implementation to building the capabilities needed to make those solutions profitable. 

Q: What strategic objectives does the company have for the short term in the Mexican and Latin American markets?

FC: In the short term, our expansion strategy focuses on increasing our presence in Central America and the Caribbean, including in English-speaking Caribbean countries. We are opening new offices in countries like the Dominican Republic to serve a market that holds significant potential for enhancing customer service and support.

EJ: We are prioritizing three key areas as we strive to achieve our expansion objectives: hybrid and multicloud infrastructure, application platforms, and cybersecurity. These segments align with technological trends like AI and digital transformation, which are crucial for meeting  the evolving needs of various industries. In Mexico, we focus on expanding our value proposition — particularly in public cloud and emerging technologies — placing a strong emphasis on data analytics and solution integration. We also aim to train our strategic partners to help them provide comprehensive solutions to their clients, rather than simply reselling products.