Digital Identity: The Opportunity GlobalSign Is Looking To Capitalize On In Latin America’s IT Channel

On the second day of XChange LATAM México 2026, Enrique Enciso, Regional Sales Manager for LATAM at GlobalSign, highlighted the role of partners in expanding digital identity and cybersecurity solutions. As interactions between people, devices, and AI agents continue to grow, certificate management and automation are becoming increasingly important.

Digital trust is becoming a strategic priority for businesses while opening up new business opportunities for the IT channel. In a landscape where digital transformation and cybersecurity increasingly depend on robust authentication mechanisms, vendors are turning to partners as key allies in bringing their solutions to organizations and addressing specific market needs.

This was one of the key takeaways from the second day of XChange LATAM México 2026, an event organized by The Channel Company and ITSitio Group, taking place October 7–9 in Riviera Maya, Mexico. This year’s event brings together vendors, distributors, systems integrators, value-added resellers (VARs), managed service providers (MSPs), and industry executives to strengthen relationships and generate business opportunities across the regional technology ecosystem.

Against this backdrop, Enrique Enciso, Regional Sales Manager for LATAM at GlobalSign, focused on the evolution of digital identity and the role of the channel in meeting growing demand across multiple industries.

“GlobalSign is a globally present certificate authority, and ultimately, our goal and core business revolve around digital identity. We are a company focused on trust, enabling individuals, businesses, and even devices to verify who or what they are actually interacting with” he explained.

Automation as a Business Opportunity

According to Enciso, the expansion of digital interactions is driving new requirements for organizations. It is no longer enough to verify that a website is legitimate; trust must also extend to devices, applications, and AI agents. This shift broadens the scope of digital identity solutions and creates new challenges for companies tasked with managing increasingly complex technology environments.

“In Mexico, companies have realized that every digital strategy, whether focused on cybersecurity or transformation, requires a framework of trust” the executive noted.

In this context, certificate management is taking center stage. As the number of connections and interactions increases, so does the need to manage, monitor, and automate the underlying mechanisms. For channel partners, this creates an opportunity to help customers implement and manage solutions that meet the security requirements of their operations.

Enciso identified banking, financial services, retail, and telecommunications as industries where certificate management and automation are particularly relevant. The range of sectors involved also underscores that digital trust is not an isolated requirement, but rather a cross-industry component of organizational transformation.

The Channel: Key to Scaling Across the Region

Market developments are also reshaping vendors’ value propositions. According to Enciso, digital identity is evolving beyond securing connections to establishing the legitimacy of interactions among people, devices, and AI agents.

“Today, we need to extend that legitimacy and translate it into trust in devices and AI agents. This is an area that has continued to evolve,” he said, adding that “without digital trust, growth in any area is simply not possible”.

Channel partners play a strategic role in bringing this value proposition to market. Their close relationships with customers enable them to identify specific needs and connect vendors’ technological capabilities with the challenges facing each organization. This relationship is particularly important in a market where adopting new solutions requires an understanding of both industry-specific risks and business processes.

For GlobalSign, participating in XChange LATAM México represents an opportunity to strengthen ties across the partner ecosystem. “The channel is key to us. Channel partners are on the front lines with customers and understand their needs firsthand”, Enciso said.

The executive also highlighted the regional reach of these relationships, noting that participating partners serve not only the Mexican market but also other countries across Latin America.

“We came away from XChange with a very positive experience, and we are confident this marks the beginning of a strong relationship with channel partners and with XChange itself” he concluded.

As digital identity expands in scope and certificate automation gains prominence, vendors and partners face the challenge of turning these needs into practical solutions. Close customer relationships, a thorough understanding of business requirements, and the development of strong commercial partnerships will be central to unlocking new business opportunities across Latin America’s IT channel.

Desirée Jaimovich is Editorial Director of ITSitio.