Security vendor Kaspersky is using its Stadium Tour roadshow not only to educate its existing channel, but to help achieve its target of more than 800 partners in ANZ by the end of the year.
“For us [the roadshow] an opportunity to engage with our existing channel but we’re also looking to recruit new partners as well,” says Andrew Mammonitis, Kaspersky regional channel sales manager.
He says it currently has 500 registered under the partner scheme it announced in May, which followed the opening of its first Australian office in Melbourne last year.
The programme divides partners into accredited, gold and platinum tiers, and provides enhanced training, certification, support and marketing resources delivered via a new partner portal.
However, Mammonitis says it will build on this programme by introducing market development funds for the trans-Tasman channel on 1 January 2010.
“We think that’s a really key area because we’re keen to generate new business,” he says, adding that in the new year Kaspersky will work with partners on business plans and strategy.
Mammonitis adds the partner programme was set down in response to feedback from partners, which indicated the channel wanted benefits clearly spelled out, and requested more training and certification. He says the level of partner rebates and margins depends on the tier they fall within.
During the roadshow, the vendor detailed highlights of its performance in 2009 and looked ahead to the new year.
According to Mammonitis, the vendor is on track to double its ANZ revenue this year, and has more than 500 partners registered under the partner programme launched in May.
Kaspersky has been on a recruitment push among retailers in the region, and Mammonitis says it has signed 467 tier one retailers in Australia and New Zealand since the beginning of 2009. In New Zealand, these include Smiths City and Warehouse Stationery, and Mammonitis says it is in discussions with other major local retailers here.
The vendor is strong in the consumer space, so would look to recruit more resellers specialising in this area, however it has also increased its corporate business revenue by 150 percent since the start of the year, Mammonitis says.