Kaspersky extends deal registration across reseller base


Kaspersky extends deal registration across reseller base

Simon Quicke
Security specialist Kaspersky Lab has extended deal registration benefits across its entire channel base to protect the business discovered by its smaller partners.

The vendor has reacted to the discovery that it was not just its enterprise and certified partners that were striking business with new accounts but some deals were coming through its larger base of accredited resellers.

Chris Smith, who is heading up the channel in UK and Ireland at Kaspersky, said that the purpose of extending the deal registration was to both reward existing partners but also to encourage others to sign up with the vendor.

"Often the lower end of the business is gong out and they are finding new business," he added "we need to protect the resellers that do that and stop any feeding frenzy."

The extended deal registration is part of several enhancements to the vendor's Green Team partner programme. Bill Trim, corporate sales director (pictured), said it was also extending the focus of its sales academy to include pre-sales skills.
Kaspersky has also increased the size of its direct touch team driving leads to the channel and Smith said that it had a programme last year of reseller acquisition and it had to enable those partners it had recruited.

"We continue to increase the partner base and we have a fairly well structured programme for partner acquisition," he said.

Ian Kilpatrick, chairman of Kaspersky distributor Wick Hill, said that part of its role was to provide those resellers that signed up with training and marketing support.

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