Mar Sánchez (Cyber ​​Guru): “We are facing a new paradigm in which the advisory model has more and more weight”

A new channel model

The exhibition that has just made Mar Sánchez gives rise to talk about a new channel model that demands the immediate and complete adaptation of the partners.

“We are really facing a new paradigm in which the advisory model has more and more weight, which entails a customization of both the consulting and the services offered by the partner. For us, this is that company that is close to the client to understand and meet their needs, because it knows exactly what the final customer needs, and uses for it the appropriate solution for each case. Hence the partners They offer their customers more flexible solutions. This must be united that they are able to invest both in technical and complementing the offer they make available to their customers. ”

The role of training and certification

At this point in the meeting, it was mandatory to ask you about the value that the certification has for Cyber ​​Guru. It is “totally necessary for us,” he says, seen. “And it is both from the commercial and technical point of view. But I would say more: it is not just that the partners They are certified in the use and marketing of our functions, but also that they are able to understand the different regulations and the scenario before them to be closer to their final customer and, thus, to be able to offer that customization that said client requires. ”

The importance of talent

Cyber ​​Guru works with a platform in which training plays an indispensable role in raising awareness of employees, hence talent is an important issue for the company. But with a good appreciation: “You can play both in our favor and against us. Against, because talent is very scarce. There are few professionals for the amount of demand that exists in the market. That makes, in a few cases, getting those professionals is something really complicated not only for our company, but also for the channel in general,” explains Mar Sánchez.

And, in favor, he acknowledges that talent “is a differentiating factor”; And that, “together with both technical and commercial training and training, it is what allows us to offer that personalized service that the client needs,” he says to conclude.