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Kaspersky Announces New Channel Program, Slate Of Partner Summits

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Lorna Garey**Editor’s Note: Click here for a list of recent important channel-program changes you should know.**

Kaspersky Lab North America on Monday announced details of its 2017 Channel Partner Program, including a lineup of regional partner events.

Kaspersky's Michael CanavanMichael Canavan, SVP of corporate sales, told Channel Partners that the new regional partner program structure is designed to better fit the business models of Kaspersky partners.

“We continue to recognize the value of our channel partners and what we can achieve by working closely together,” said Canavan. “It will allow us to spend more, one-on-one time with partners to support them regarding our products and provide them with access to invaluable company resources that can drive their profitability to new levels.”

You can read Canavan’s blog post on the program here.

In August, Channel Partners sat down with Kaspersky Labs’ Jon Whitlock, SVP of marketing for North America, and Kevin Lozeau, the security company’s director of channel marketing. Both reiterated the security provider’s commitment to the channel and previewed Kaspersky’s goals of increasing and personalizing the support offered to partners through a variety of initiatives, adding more technical certifications, fielding an expanded product portfolio and better supporting MSPs. Kaspersky is privately owned and offers a broad set of security products and services for SMBs through enterprise customers in North America. Its model is 100-percent channel, selling exclusively through about 3,000 partners across four tiers.{ad}

In a statement, Kaspersky said changes for 2017 in its channel partner program are focused on four key areas:

  • Increased regional support that involves adjusting its sales structure to enhance relationships with partners. For 2017, sales managers will also act as single points of contact for partners and focus on smaller territories. The company says that will enable more personalized and regular interactions with their partners.
  • Advanced rewards and technology offerings include the company’s first enterprise specialization for the Kaspersky Lab Partner Program — Kaspersky Anti Targeted Attack. Partners that earn the specialization can see additional margin on registered, qualified and approved sales. As for tools, the company cites increased one-on-one support, more technical education throughout the year, and rewards for partners that invest time and resources in working with Kaspersky Lab. Advanced sales and technical certification requirements will come with more hands-on education.
  • New MSP program offerings are meant to help partners transition from a VAR to an MSP business model. That enablement includes support for remote monitoring and managing (RMM) platforms, such as Connectwise and LabTech, and enhanced ability to manage all of Kaspersky’s security solutions from a single, centralized console.
  • Finally, Kaspersky Lab Partner Summits will be held in …

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  • … six cities, kicking off in Dallas with events to follow in Chicago, San Diego, Miami, Minneapolis and Boston. Additional locations may be added. These summits will build upon current partner program activities, expand product training and technical solutions support, as well as allow the opportunity for more engaging one-on-one communications.

“Last year, we were able to help all of our partners grow their businesses, and some nearly doubled their revenue,” said Canavan. “In 2017, we’ll be focused on not only deepening our relationships with all of our partners, but also empowering them to capitalize on today’s thriving cybersecurity market.”{ad}

The updated channel partner program will be effective April 1, to give current and new partners time to complete the sales and technical requirements.

Follow editor in chief @LornaGarey on Twitter.


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