Kaspersky Lab Turns Up the Channel Heat

Channel Insider, By: Michael Vizard

Kaspersky Lab is rolling out a new lead-generation effort on behalf of its partners and is coupling that with a variety of sales incentives.

As a provider of endpoint security software that relies 100 percent on the channel, Kaspersky Lab must ensure that its channel partners find value in selling its wares.

Toward that end, Kaspersky announced that it is rolling out a new lead-generation effort on behalf of partners that is being coupled with a variety of sales incentives. These include doubling partner sales payouts on all sales of the recently released Kaspersky Endpoint Security for Business offering, as well as offering additional payouts ranging from $25 to $200 per deal for certified technical champions in a partner company that influences a particular sale.

Kaspersky intends to produce 8,000 leads this quarter on behalf of partners, said Gary Mullen, Kaspersky vice president of corporate marketing for North America. The goal, said Mullen, is to increase the number of leads Kaspersky generates on behalf of partners by 300 percent in the first quarter of 2013, compared with the same period in 2012.

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