Kaspersky Labs has announced an overhauled channel program for 2017 featuring a new emphasis on high touch relationships between regional sales managers and partners.
While the restructured program, which takes effect on 1 April, offers partners upgrades to rewards, trainings and financial incentives, its centerpiece is a new relationship between Kaspersky’s regional sales managers and the channel.
In the new format, Kaspersky’s partner sales managers will now act as a single point of contact for partners, enabling the reps to concentrate on a smaller geographic area and promote more personalized, regular contact with partners, the vendor said.
The mid-course correction will ready Kaspersky’s partner sales managers to better help the vendor’s channel, wrote Michael Canavan, SVP of Kaspersky’s North America operation, in a blog post.
“Each partner sales manager will own smaller geographic territories, which will provide a unique business opportunity for partners to directly engage with managers to drive meaningful profitable growth for their businesses,” Canavan said.
“Our partner sales managers will be responsible for not only the strategy of the partnership, but also enabling partners in both new and renewal business.”
In addition to the increased one-on-one support, Kaspersky is offering partners more technical education throughout the year, along with extra rewards to incent its business partners, the company said.
Indeed, the program’s design is tilted towards partners investing their time and resources in working with Kaspersky through meeting advanced sales and technical certification requirements, according to the vendor.
Along those lines, Kaspersky has added two specializations for partners, one of which is a first for enterprises and is called the Kaspersky Anti Targeted Attack, which enables partners to earn additional margin on registered, qualified and approved new sales.
A second specialization is for MSPs in a nod to the increasing number of the company’s traditional VARs migrating to a managed service business model. Kaspersky said it has made available integrations with remote monitoring and management platforms, such as Connectwise and LabTech, for channel partners to oversee through a single, centralized panel.
Kaspersky also said it has set the start date for its new channel program at 1 April to give partners sufficient time to complete the sales and technical requirements of the new program.
The vendor is also launching a series of six regional partner summits, which will build on current partner program activities, expand product training and technical support, and facilitate more one-on-one communications.
The partner summits will begin in Dallas with follow-on events slated for Chicago, San Diego, Miami, Minneapolis and Boston.