Kaspersky steps up its profit and growth tools for the channel

Security vendor Kaspersky Lab has increased its channel investment in Canada and the U.S. that could see solution providers earning up to 50 points of margin.

No financial details were offered by the Moscow-based vendor, but its focus for channel partners will be on increasing top line and bottom line revenue through an ecosystem of tools on incentives and support.

A major part of the channel investment will be a Partner Loyalty Program that aims to reward the leadership of solution provider or managed services partner based on sales flow.

Other tools announced at the Kaspersky Lab North America Partner Conference in Miami are:

  • Partner Demand Center aims to help solution providers access content, marketing campaigns, and co-branding pieces.
  • Enhanced deal registration and margin incentive programs. It’s in this program were solution providers can earn up to 50 points of margin.
  • Kaspersky’s platinum tier will now be offered joint business planning on a quarterly basis, while gold members have the opportunity to receive joint business planning on an annual basis.

Part of the strategy behind this new channel investment from Kaspersky is that the security landscape faces increased challenges from sophisticated attacks to complex cyber-espionage campaigns targeting the enterprise.

In developing this new channel strategy, Kaspersky took the stance that resellers must provide customers with easier to implement and manage security solutions that do not compromise on quality and efficacy.

However, solution providers must accomplish this profitably. The company said by offering 50 per cent margins along with other partner rewards would better protect customers in the long run.

The Kaspersky Lab North American Partner Conference marks year 10 in the Canadian and American market for security vendor. Since 2005, Kaspersky has grown its base of channel partners to 3,500 with more than 500 joining just last year.

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Jim Love, Chief Content Officer, IT World Canada

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