{"id":205927,"date":"2026-04-24T08:05:00","date_gmt":"2026-04-24T12:05:00","guid":{"rendered":"https:\/\/testing.news-you-need.com\/index.php\/2026\/04\/24\/xchange-latam-2026-the-channel-redefines-its-strategy-on-cybersecurity-ai-and-subscription-models\/"},"modified":"2026-04-26T00:01:05","modified_gmt":"2026-04-26T04:01:05","slug":"xchange-latam-2026-the-channel-redefines-its-strategy-on-cybersecurity-ai-and-subscription-models","status":"publish","type":"post","link":"https:\/\/testing.news-you-need.com\/index.php\/2026\/04\/24\/xchange-latam-2026-the-channel-redefines-its-strategy-on-cybersecurity-ai-and-subscription-models\/","title":{"rendered":"XChange LATAM 2026: The Channel Redefines Its Strategy On Cybersecurity, AI And Subscription Models"},"content":{"rendered":"

XChange LATAM 2026: The Channel Redefines Its Strategy On Cybersecurity, AI And Subscription Models<\/a><\/p>\n

https:\/\/www.crn.com\/events\/2026\/xchange-latam-2026-the-channel-redefines-its-strategy-on-cybersecurity-ai-and-subscription-models<\/a><\/p>\n

Publish Date: 2026-04-24 08:05:00<\/a><\/p>\n

Source Domain: www.crn.com<\/a><\/p>\n

Author: <\/a><\/p>\n

Using an unordered list, summarize the following article with between 4 and 8 key points. <\/p>\n

The relationship between vendors and partners is entering a new phase, shaped by flexible models, managed services and the need to align offerings with customers that prioritize tangible results.<\/p>\n

With the Andes Mountains as a backdrop, the first day of XChange LATAM 2026 in Mendoza, Argentina offered a clear snapshot of the current state of the IT ecosystem: Vendors and channel partners are no longer meeting simply to exchange perspectives, but to fine-tune \u2014 face to face \u2014 how to turn those relationships into concrete business outcomes. Organized by The Channel Company and ITSitio Group, the event serves as a barometer of an industry recalibrating amid the impact of artificial intelligence, new business models and growing expectations around measurable results.
\n From the channel\u2019s perspective, the Latin American IT market blends uncertainty with opportunity. Mariano Basso, head of DOT4, put it bluntly.
\n \u201cIt\u2019s a somewhat complex market. It\u2019s still absorbing price increases driven by the impact of AI, investments are somewhat constrained, and there\u2019s a strong focus on analyzing return on investment before committing to any spending,\u201d Basso said.
\n In this environment, artificial intelligence \u2014 far from being merely a promise \u2014 is reshaping both costs and customer priorities.
\n New Business Models to Unlock Growth
\n Vendors are adapting their commercial models as a direct response to this new reality. Karen Guarino, senior channel account executive at Sophos, highlighted how flexibility can help accelerate adoption.
\n \u201cAt Sophos, we\u2019re seeing that with monthly models like MSP Flex, it\u2019s easier to sell because it\u2019s consumption-based,\u201d Guarino said. \u201cPartners can bill monthly, and it\u2019s more affordable for customers because it\u2019s a subscription model \u2014 so it makes things much easier for them.\u201d
\n Aligning Value and Strategy
\n For partners, alignment is critical. A clear understanding of vendor offerings \u2014 and how they translate into customer value \u2014 is now essential.
\n \u201cWe first need a very concrete framework of understanding about what the brand offers both the partner and the customer, what value we\u2019re adding, and a clear view of the route to market,\u201d Basso said.
\n That clarity is increasingly necessary in an environment where every investment is closely scrutinized.
\n Managed Services and Automation as Differentiators
\n Vendors are also strengthening their value propositions through operational support, not just products. Guarino emphasized the growing role of automation and managed services.
\n \u201cWe also have products like our MDR Complete, where once it\u2019s installed, partners don\u2019t have to do anything,\u201d she said. \u201cWe handle all the threat hunting and remediation.\u201d
\n Solutions like these allow partners to focus on sales and customer relationships while offloading technical complexity.
\n Cybersecurity and AI: Parallel Risks and Opportunities
\n Cybersecurity continues to emerge as one of the most dynamic pillars of the channel business. While AI is creating new opportunities, it is also amplifying risk.
\n \u201cMost customers today are aware \u2014 especially mid-sized and large organizations,\u201d Basso said, noting that smaller businesses are still largely in an exploratory phase.
\n For vendors, that gap represents an opportunity to deliver added value. Guarino said current solutions are designed to address the entire protection spectrum.
\n \u201cWorkspace protection helps partners secure the customer\u2019s environment \u2014 users, data and applications,\u201d she said. These offerings are complemented by advanced identity monitoring and threat detection capabilities suited for increasingly distributed IT environments.
\n The ROI Imperative
\n When it comes to closing deals, return on investment has become decisive.
\n \u201cThe main challenge the channel faces today is reaching customers with solutions that demonstrate a quick return on investment and address a real problem,\u201d Basso said.
\n Innovation alone, he added, is no longer enough \u2014 it must translate into measurable, tangible impact.
\n The Ideal Partner Relationship
\n The vendor-partner relationship is also evolving in terms of training and collaboration. For Guarino, the ideal partner is one that invests in education and joint execution.
\n \u201cFor Sophos, an ideal partner is interested in certifications, in learning everything Sophos offers, and in working hand in hand with us,\u201d she said.
\n XChange LATAM Southern Cone 2026 underscores a clear reality: In a market where technology is advancing faster than ever, competitive advantage hinges on the ability of vendors and channel partners to jointly build value propositions aligned with evolving business demands.
\n Interested in Participating in XChange LATAM?
\n Technology channel professionals who influence purchasing decisions can apply by completing the interest form. Applications are reviewed to ensure inclusion in the most relevant networking opportunities.<\/p>\n

XChange Mexico: October 7\u20139
\n XChange Andean Region: November 9\u201311<\/p>\n

Apply here: https:\/\/xchange.lat\/#contacto
\n Desir\u00e9e Jaimovich is Editorial Director of ITSitio.<\/p>\n

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