Fernando Sánchez Trujillo, Head of B2B Channel North of Latin America at Kaspersky, details the joint work with the distributor to develop specialized channels in cybersecurity solutions, especially those aimed at the government segment, a sector that is facing an increase in the sophistication of attacks.
The public sector faces the challenge of protecting critical infrastructures, citizen databases, and management systems. These systems often operate with limited technological resources or with insufficient update policies. In addition, the lack of staff training, the use of obsolete systems, and a low incident reporting culture further aggravate institutional vulnerability. In this context, Fernando Sánchez Trujillo, Head of B2B Channel North of Latin America at Kaspersky, points out that one of the main challenges is the increase and sophistication of ransomware attacks, one of the most critical threats.
Opportunities for channels and the value of threat intelligence
For Kaspersky channels, the government segment represents a strategic opportunity. Sánchez Trujillo identifies one of the greatest opportunities in offering cybersecurity infrastructure management services, an area where many entities require specialized support to ensure continuity, efficiency, and protection.
In this context, he assures, “Kaspersky has a lot to contribute with offerings designed for MSSPs.” As he explains, “there is potential to complement these services with Threat Intelligence solutions. This type of technology allows organizations to anticipate possible attacks, better understand their risk surface, and make decisions based on actionable information.”
Government entities are often one of the most attractive targets for cybercriminals due to the value of the information they manage and their critical impact on society. Taken together, the executive highlights, “these services and solutions represent a strategic opportunity for channels to strengthen the government security ecosystem and differentiate themselves, generating long-term relationships based on trust and added value.”
Collaboration with Licencias OnLine
Kaspersky and Licencias OnLine are working on the implementation of a channel development process that seeks to bring them closer to a deep understanding of the brand’s advanced cybersecurity portfolio. On this matter, Sánchez Trujillo shares: “The objective of this joint work is to provide them with the tools, knowledge, and technical capabilities necessary so they can build and offer higher-value proposals in the market, not only to their current customers but also to new prospects.”
Through the strengthening of their capabilities, Kaspersky aims for channels to position themselves as strategic allies capable of differentiating themselves, capturing new opportunities, and responding to the growing demands of the digital environment. This continuous development approach is key to ensuring sustainable growth for both the channels and Kaspersky.
Solutions aimed at the government vertical
Kaspersky’s portfolio is transversal to any market vertical. However, the executive highlights solutions from the Threat Intelligence family, such as Digital Footprint Intelligence. This solution allows organizations to monitor their digital assets, including IPs, public domains, URLs, credentials, VIP users, and social networks, among others. “The tool allows organizations to protect themselves against impersonation attacks or the theft of sensitive information,” he explains.
As organizations grow, so do the complexity and distribution of IT environments. Kaspersky Digital Footprint Intelligence is a comprehensive digital risk protection service that helps customers monitor their digital assets and detect threats from the dark, deep, and surface web. “The solution addresses the challenge of protecting a digital presence that is widely spread and outside the direct control or ownership of the entity,” he details.
Thanks to real-time alerts, Kaspersky Digital Footprint Intelligence allows organizations to respond quickly and effectively to potential threats. Analytical reports complement this data with refined intelligence from Kaspersky experts, providing information on cybersecurity risks and recommendations on how to reduce them.
Finally, Sánchez Trujillo states: “We invite our partners, prospects, and customers to learn more about our complete portfolio, designed to effectively respond to current cybersecurity challenges. The rapid evolution of threats requires solutions capable of preventing, detecting, and responding comprehensively—coverage that the portfolio provides by combining technologies, threat intelligence, and specialized services that strengthen the security posture of any organization.”