Kaspersky United program to focus on training partners to go beyond endpoint protections
Kaspersky Lab this week updated its global partner program with a fresh new name and a renewed focus on getting partners to sell a broader array of security solutions and services.
The Lowdown: The newly named Kaspersky United partner program looks much like its predecessor, with its four-tier structure and menu of traditional incentives and enablement features. The difference, officials say, resides in United’s focus on services like securing hybrid cloud environments, threat management, fraud prevention, managed detection and response, security awareness training, and other higher-order security solutions outside the skill set of the traditional Kaspersky partner.
The Details: To get more partners over the hurdle between standard reseller of endpoint security wares to provider of holistic security solutions and managed security services, Kaspersky is packing new education, sales, and marketing tools into United along with some improved ways for partners to monetize their relationship with the Moscow-based vendor across multiple segments.
Kaspersky United partners can score up-front discounts and proposal-based MDF as well as rebates of up to 20 percent for sales in select areas of security specialization, officials said.
In the next phase of the program, Kaspersky plans an update to its partner portal with new content and training materials designed to help new partners get into the program and up to speed on security solution sales, according to company officials.
Background: The reset of Kaspersky’s global partner program marks the first major channel initiative since Vice President of Global Sales Maxim Frolov took on the added responsibility in December of running North American sales and marketing, a role that includes leadership of the region’s channel program and its 2,500 registered reseller partners.
Kaspersky sales have been trending up globally for the past two years but have slumped significantly in North America, the vendor’s second-largest market, mostly due to ongoing concerns about alleged company ties to the Kremlin and a U.S. government ban on purchases of Kaspersky products.
The Buzz: “Business models are evolving to meet the changing needs of customers who are no longer only focused on securing the endpoint, and now require specialized service offerings to protect complex IT infrastructures,” said Kaspersky’s Frolov. “Kaspersky United offers a unique convenience for partners to explore new opportunities that allow them to efficiently specialize in areas that can provide their customers with a new level of knowledge and expertise, while enhancing and diversifying their portfolios from the competition.”
“Kaspersky has once again shown that they are well connected with their partners and continue to lead and evolve in all the right areas,” said Michael Knight, president and CTO of Encore Technology Group, a Kaspersky partner in Greenville, S.C. “Not only does Kaspersky continue to deliver top quality cybersecurity solutions but also the updates to their partner program will allow us to specialize in the areas that make the most sense for our business now and continue to evolve with Kaspersky as our business changes.
“Kaspersky is definitely making the right moves in enabling and committing the company’s best resources to their most committed partners,” Knight added.