A new portfolio from SonicWall offers new business opportunities for its channel partners. This includes a focus on selling Security-as-a-Service through channel partners prepared to act as their clients’ CISO.
SonicWall, a provider of cybersecurity protection for remote, mobile and cloud workforces, has announced that its new portfolio is now available in Brazil.
“These offerings constitute the new SonicWall: a cybersecurity intelligence that protects digital organizations regardless of where information assets are located. This applies to on-premises models, hybrid cloud, accessed 100% remotely, in IoT or OT implementations. The CISO can consume SonicWall capabilities according to the specific challenges of their business. Whatever the attack surface, the combination of SonicWall intelligence with channel partner services operates 24×7 to detect and respond to attacks,” said Juan Alejandro Aguirre, Director of Engineering Solutions at SonicWall LATAM.
“One of the differentiators of the new SonicWall is not competing in any way with the sale of services from its channel ecosystem. Many vendors maintain sales teams for services that erode partner business opportunities. SonicWall acts to avoid this scenario.”
In addition to the approach focused on selling Security-as-a-Service through the channel, the new SonicWall stands out for the new solutions in its portfolio.
Acquisitions
Many of SonicWall’s innovations are linked to the acquisitions of Solutions Granted (2023) and Banyan (2024).
“Solutions Granted brought a great deal of experience in advanced SaaS (Security-as-a-Service) solutions to our portfolio, critical for the channel and especially for MSP and MSSP partners,” said Aguirre. “With this, we began delivering cloud SOC offerings tailored to the budgets and challenges of each partner. This contributes to democratizing access for user companies of all sizes and regions in Brazil to the most advanced digital security.”
Another capability gained from the acquisition of Solutions Granted is a complete Managed Detection and Response (MDR) offering.
“Our MDR solutions start from the premise that our clients have already been attacked and have intruders in their systems – from there, SonicWall intelligence acts to detect and respond to attacks in complex distributed environments, with maximum management ease,” said Aguirre.
SASE, VPN-as-a-Service and CASB
The acquisition of Banyan, on the other hand, enriched SonicWall’s portfolio with Secure Access Service Edge (SASE) cloud solutions, VPN-as-a-Service and Cloud Access Security Broker (CASB).
“The end of the traditional perimeter has made protecting user access to critical organization systems, now running in a multi-cloud environment, imperative. The response to this challenge involves implementing SASE solutions with SD-WAN features fully aligned with the Zero Trust Network Access model, an essential approach for the evolution of the user company’s cybersecurity maturity,” said Aguirre.
In SonicWall’s approach, all these new offerings can be implemented on the company’s Next-Generation Firewalls in both traditional (appliance) and virtual versions.
“It’s worth noting, however, that several capabilities of our portfolio – such as the secure SonicWall SMA VPN – are also compatible with firewalls from other brands,” said Aguirre.
SonicWall’s goal is to address the challenges faced by CIOs and CISOs struggling to protect increasingly complex environments – the multi-cloud model based on software-defined networks continues to advance unabated in Latin America and Brazil – and distributed.
“The new SonicWall delivers unified and proactive security management, avoiding the failures arising from information silos and the immense alert fatigue that plagues cybersecurity teams,” said Aguirre.
This is achieved through SonicWall’s channel partners, who enjoy the benefits brought by the two pillars of the new SonicWall:
- Consolidation and simplification of cybersecurity management through a platform: • This is an offering that helps the partner and the new service provider to abandon over 50 different cybersecurity brands. A platform comes into play that does not compete with the services offered by the partner and meets the security demands of organizations. This has helped, in some cases, the partner to act almost as the client’s CISO, especially in the SME segment.
- Ubiquitous security: • Today, with the new SonicWall portfolio, it is possible to protect the endpoint, effectively connect SD-WAN to the perimeter, and support the partner’s SOC with the help of SonicWall’s MDR offering. This is security everywhere.
For Thiago Sapia, Regional Director of SonicWall Brazil, this philosophy extracts the maximum value from SonicWall’s channel ecosystem.
“These are companies that understand the reality in which user organizations are inserted and can develop tailor-made value propositions for the client’s digital security challenges, their budget constraints, and the headcount effectively dedicated to IT and security,” said Sapia.
From this pragmatic vision, it is possible to meet the client, building a long-term relationship in which the partner effectively acts as a trusted advisor to the user company regarding current and future digital security challenges.
Training in new SonicWall solutions
In this journey, the new SonicWall is already offering channel training on the new solutions in its portfolio.
“The SonicWall Solutions Engineers team – a group of professionals with many years of experience in cyberintelligence – is working very closely with our partners. Training sessions cover everything from the commercial aspects of SonicWall’s offering to details of SonicWall’s new solutions, innovative features that effectively simplify the security management of Brazilian user companies,” said Sapia.
The innovation of these offerings brings new requirements for the channel partner committed to becoming a cybersecurity service provider.
“This company profile becomes a partner in managing the security of the user company – it is a shared responsibility that requires new skills from the channel team,” said Sapia. “The project and implementation of our MDR offering, for example, require the partner to provide at least level 1 support (8×5). But the severity of attacks may require even more, making the delivery of level 2 support (24×7) a good business opportunity for the channel.”
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