An aggressive reseller recruitment drive has resulted in “explosive” channel growth for Kaspersky in New Zealand, according to local distributor Microbe.
Kaspersky channel manager Ivan Rasquinha says new reseller signups have averaged 20 to 30 a month since November last year, adding that a number of significant, high-value network security projects are now in the pipeline through the channel.
This growth is as a result of the “aggressive reseller recruiting drive” Microbe embarked on after setting up as Kaspersky’s sole local representative last November, says Rasquinha. “Before there was no local office – everything was run from Sydney.”
Since November the number of local Kaspersky resellers has grown from seven to more than 80, with more still evaluating the product, says Rasquinha. “Quality resellers in the IT Industry have shown a genuine interest in reselling Kaspersky security software.”
While Kaspersky’s products are well-regarded by security experts, they are not widely known to the mass market, which is something the company aims to change, says Rasquinha. “Kaspersky does not spend a lot of money on marketing, but it does spend a lot on research. Kaspersky’s anti-virus core engine is behind many of the industry’s leading security solutions and is actually used in more than 130 of the world’s leading security appliances. We are now changing that lack of [local] recognition through education.”
Uptake in the channel can also be attributed to Kaspersky’s technical clout Rasquinha says. “The fact,” he claims “that Kaspersky is the world leader in reaction time to new threats with its exclusive hourly updates, differentiates it significantly from competing products.”
The local channel has found a particular niche with large educational institutions, says Rasquinha. “University of Auckland currently uses Kaspersky’s Linux-based anti-virus solution at its gateway to scan all incoming emails, which means up to one million messages a day are being checked and cleaned by Kaspersky.”