New opportunities
for partners
We also see more
and more small and
medium customers
moving to an IT
outsourcing model
and MSP business
growth following
this pattern.
Vendors and partners must work together to ensure the best
outcomes for all elements of the channel. We look at the benefits
of a new global partner programme launched by a leading
cybersecurity provider and explore a new cloud platform which aims
to open a new world of opportunities for partners.
E
VP
d,
36
very company’s IT infrastructure is
uniquely complex. As such, businesses
require IT security providers with
specialised cybersecurity solutions and
services that address specific needs –
from hybrid cloud security, to defence
from targeted attacks and industrial
network protection. To help them meet
these expectations, Kaspersky Lab has
launched a new global partner programme,
‘Kaspersky United’. This programme
enables Kaspersky Lab partners – including
resellers, service providers and system
integrators – to focus on selling the
Kaspersky Lab services and products that
match their own specialisations.
They will also receive access to
education, sales and marketing toolkits and
benefit from a new transparent monetary
rewards scheme.
According to a Kaspersky Lab survey,
when it comes to cybersecurity, the
complexity of IT infrastructure is the factor
that’s putting the most pressure on CISOs.
Complexity widens the attack surface
– it makes the protection of every aspect
of infrastructure even more difficult, as it
requires specific cybersecurity measures.
As a result, cybersecurity providers may
need to develop in-depth expertise in certain
domains to offer customers specialised IT
security solutions and services.
Through the Kaspersky United
programme, partners can maintain and
of
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rvices,
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monetise their specialisations across
different status levels (Registered, Silver,
Gold and Platinum) in one or several
domains: by solution (hybrid cloud security,
threat management and defence or fraud
prevention), or by services such as managed
service provider, managed detection and
response provider or authorised training
centre. Certification in different skills or
techniques can also help partners drive sales,
by demonstrating to customers that they are
experts in their particular areas of need.
“The channel is being transformed to
meet customers’ expectations, with new
service offerings and business models
emerging,” said Ivan Bulaev, Head of Global
Corporate Channel, at Kaspersky Lab.
“For example, system integrators have
established security operation centres
in their data centres and offer them as
a service. We are also seeing companies
specialise in niche areas, delivering very
specific expertise in SaaS form, such as
threat intelligence platforms.
“We also see more and more small
and medium customers moving to an IT
outsourcing model and MSP business growth
following this pattern. To help the channel
work effectively, as a vendor, we need to
take these trends into account and create
conditions in which each of our partners will
find opportunities to develop and provide