Top resellers of Kasperksy Lab have welcomed the anti-virus vendor’s decision to kick off its first deal registration programme in January.
The scheme enables both higher-level Enterprise and lower-level Accredited
partners to net 10 per
cent more discount than partners of the same level for registering opportunities.
Kerstin Reiners, head of UK marketing at Kaspersky, told CRN: “Once resellers become aware of an opportunity it becomes common knowledge and multiple partners want to get a quote in. This ensures those who are first to the deal are rewarded for winning the business.”
Paul Spencer, managing director of Kaspersky Enterprise partner Axial Systems, said the programme had already received positive feedback from his salesteam.
“We have been well supported by Kaspersky when faced with competition from other partners,” he said. “It has price supported us and ensured we have retained a decent margin, which has been lacking in the anti-virus marketplace.”
Reiners claimed Kaspersky’s recent retail push would benefit its 400 resellers by raising the Kaspersky brand name.
Having recently signed a deal with Staples, Kaspersky is rolling out its software in Currys and expects to be in WHSmith from 14 February. “With WHSmith, we are reaching out to a retailer that is not a destination retailer, so there is an opportunity to reach people who did not know they wanted to buy anti-virus software,” she said.
Reiners claimed that Kaspersky now has a nine per cent share of the UK consumer anti-virus market,up from just one per cent 18 months ago.
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