Kaspersky Increases Deal Registration as Partner Base Grows

02 Aug 2012

By: Robert Dutt, Channel Buzz

Call it one of those “good to have” problems for a channel chief – a growing channel business means more partners. And more partners means, potentially, more challenges for your partners.

Such is the lot of right now, as North American channel Chief Chris Doggett describes it: “As volume increases and hits certain levels, and you start to more than just a small set of go-to partners, you start to see more competitions between partners emerge, and that can lead to margin erosion.”

That’s become a problem for Kaspersky, which has long hung its hat on promises of partner profitability.

“We’ve always been the most lucrative, but some of that has come under pressure,” Doggett said.