NOVARED Pushes North Into U.S. Managed Services Market

Single Sales Strategy: Finding U.S. VARs is the only strategy for NOVARED when it comes to engaging U.S. customers. Perez said that’s not always the case for U.S. managed security service providers. “A lot of them use VARs and direct sales,” he said. “It’s difficult for VARs to trust those companies because they may come in with their own sales team and get a client.”

Security Focus: Many U.S. MSPs don’t offer security services. They only offer networking and management. “We don’t compete with those companies,” said Perez. “We can go behind those offerings as an add-on.”

Established Reputation: Perez is convinced that NOVARED’s reputation throughout Latin America will earn the company U.S. customers. “We’ve been around for a long time,” he said. “We’re very established, consolidated and we are not trying to learn the business.  We know what customers want.”

Competitive Pricing: NOVARED pays its workers Chilean wages. Generally speaking, that allows the company to offer its managed security service solution at a lower rate than U.S.-based rivals.

Near-shore: Chilean companies are near-shore. They’re in the same time zone as companies based on the U.S. east coast, so U.S. clients don’t have to worry about limited collaboration because of a time difference. Again, here’s Perez’s take: “This is very important when it comes to security. A security provider has to respond within minutes, not hours.”