Kaspersky gives VARs mid-market margin boost

Extra 10 points on 250- to 999-seat projects as vendor aims for endpoint security market domination

Kaspersky Lab is offering partners an additional 10 points of margin on mid-market deals to help its drive to dominate the endpoint security arena.

Until the end of next month, the Russian security player is holding a deal registration promotion allowing partners to obtain 24 per cent margin on 250- to 999-seat projects. This is up from the usual figure of 14 per cent, which remains the going rate for 100- to 250-seat deals. In the 1,000-plus-seat segment, VARs receive a 10 per cent discount through the deal registration programme.

The vendor claims the initiative is part of wider channel-focused plan to become the number-one player in the endpoint security world.

Kaspersky's corporate sales director Andrew Lintell said: "This promotion forms part of a key strategy to further support our channel partners. We recognise that there is an increasing need for vendors to differentiate themselves in the overcrowded security market place, and want our resellers to benefit from increased commission and additional profits available to their own business."

Chris Walsh, UK sales director of Exclusive Networks, claimed the deal registration programme typifies Kaspersky's strength in the market.

"In what is seen at times as a commoditised market this again shows why Kaspersky are such a strong force in the mid-market sector," he said. "Other vendors in this market space recognise the need for mid-market partners and the business they bring but seem unwilling to give the margin these partners deserve for all their hard work.

"Does a partner deserve to make one to two per cent on a product they sell and have to support? I think not. This is clearly not the case with Kaspersky and I am sure this news will be greatly received within our ever-expanding Kaspersky partner community".