Kaspersky Lab’s 2017 channel partner program adds new regional support, training and rewards, along with new MSP and technology specializations.
Kaspersky Lab North America has expanded its 2017 channel partner program with several new enhancements that include new regional support, training and additional rewards. The program adds new specializations that include a managed service provider (MSP) program and an enterprise technology offering. The company also plans to roll out new regional Kaspersky Lab Partner Summit events throughout the year.
“These changes—regional support, new incentives, training and specializations—will enable our partners to work closer with Kaspersky and ultimately help them make more money in their security practices,” said Michael Canavan, senior vice president, sales at Kaspersky Lab. The updated channel partner program will be effective on April 1, 2017.
As part of the 2017 program, Kaspersky Lab, a 100 percent channel-focused company, is adapting its sales structure to expand the company’s relationships with its partners, and to help them grow their security practices.
One of the biggest changes centers on increased one-on-one support through regional partner sales managers. Sales managers will now focus on smaller territories to provide more regular communications with their partners, and they will act as a single point of contact for them. In addition, each of the larger territories will have a channel marketing manager assigned to help with marketing initiatives and the execution of events.
Between last and this year, the company has nearly doubled the number of its partner sales managers, Canavan said.
The company plans to expand its portfolio in 2017, starting with its first enterprise specialization for the Kaspersky Lab Partner Program, called Kaspersky Anti Targeted Attack (KATA). This new specialization enables partners to earn additional margin on registered and approved new sales.
Transitioning to an MSP Business Model
To support the changing landscape of its partner community, Kaspersky also added
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