XChange LATAM 2025: The IT Channel Seeks Integration, Specialization, And Support

With a carefully curated guest list and a format designed to maximize collaboration opportunities, XChange LATAM 2025 served as a platform to rethink the role of the channel and the integration challenges presented by an ever-evolving market.

With the participation of top channel executives from across Latin America and leading technology manufacturers, XChange LATAM debuted in Bariloche, Argentina as a key space for networking, training, and the creation of new business opportunities.

In this context, Hikvision shared its diversification strategy and commitment to channel support, emphasizing the importance of offering integrated solutions that go beyond video surveillance.

From May 19 to 21, Bariloche became the epicenter of a new chapter for the regional tech ecosystem. For the first time, the exclusive XChange event, organized by The Channel Company and ITSitio Group, landed in Latin America with a value proposition centered on strategic networking and B2B business development between vendors and IT partners.

[RELATED: Cybersecurity And Value-Added Services: Key Pillars For The IT Channel At XChange LATAM 2025]

With a carefully curated guest list and a format designed to maximize collaboration opportunities, the event served as a platform to rethink the role of the channel and the integration challenges presented by an ever-evolving market.

According to Cristian Oreja, channel and product director at Hikvision, the experience was particularly valuable in enabling direct contact with integrators who don’t usually fall within the company’s traditional radar. “We come from the security world, primarily, but Hikvision has been expanding into new areas for some time now—operations, infrastructure, artificial intelligence, and process improvement. I think this event sparked a very interesting synergy with our partners,” he noted.

The turning point, Oreja said, was realizing that many integrators familiar with the brand’s classic video surveillance offerings were unaware of its broader portfolio. “We have 38,000 products in our catalog, over 100 types of solutions. Hikvision covers everything from home security systems to AI-powered behavior detection technologies. What’s most enriching is that it allows us to truly enter the DNA of our clients’ businesses,” he added.

The MSP’s Perspective

From the partner side—and in alignment with that vision—Valeria Tacco, project director at Tacco Calpini, agreed on the need for closer collaboration between vendors and channels to meet market demands more holistically. “From an opportunity standpoint, the security pillar is massive right now. The portfolio Hikvision presented is fantastic—very comprehensive. I also found their AI-driven advancements to be especially impressive,” she said.

Tacco emphasized one critical element to seize those opportunities: technical and commercial support. “A human interface is essential. Having a team of distributors and pre-sales engineers to support us is key to matching customer needs with viable Hikvision solutions,” she stated.

The Challenge Of True Integration

One recurring theme during boardroom discussions and one-on-one meetings was the longstanding challenge of integration between sectors that are often complementary but operate in silos. “To make a video surveillance system, a camera, or a radar work, we need infrastructure, servers, and power systems,” explained Oreja. “The challenge lies in making that integration happen—understanding both sides and aligning them with business needs.”

Tacco also pointed to one of the common pain points in the vendor-channel dynamic: the overwhelming complexity of today’s tech portfolios. “It’s really hard to stay trained on every product and every solution. Often, deploying solutions involves integrating multiple brands. It’s difficult to know it all—this is why teamwork is absolutely essential,” she emphasized.

Artificial Intelligence As A Transformative Force

Another major theme of the event was the cross-cutting impact of artificial intelligence. “Without a doubt, AI is the biggest shift I’ve seen in the industry in recent years. It’s incredible how much it can boost productivity,” said Tacco. While she acknowledged that AI is “not everything” and that human guidance remains essential, she stressed that it’s “disrupting how we work.”

The lines between physical security, IT infrastructure, and software are increasingly blurred. As a result, a new model of vendor-channel relationship is emerging—one that is more collaborative, more strategic, and far more informed. In Oreja’s words: “Events like this help us meet those partners who might be working on the same project as we are—but from different angles. That’s where real value begins to take shape.”

Desirée Jaimovich is editorial director of ITSitio.