Recruitment Done, Kaspersky Sets Sights on Enablement

Channel Buzz, By Robert Dutt

Kaspersky Lab has gone on a bit of a partner recruitment spree, reporting the number of new partners in its Green Team channel program has spiked by some 300 percent year-over-year in the first half of 2013. But now, the security vendor’s North American sales chief is focused on getting those new partners successfully up and running and enabled.

“We went out and identified where we had white space in terms of market coverage, and set out to recruit partners that were a good fit in areas where we didn’t have a go to partner, said Chris Doggett, senior vice president of corporate sales for Kaspersky Lab North America. “The team has been very successful in going out and recruiting a significant number of new partners, and that’s helped a lot. You can see it in the results.”

For the first half of 2013, the company is reporting a 22 percent increase in its business-to-business volume, including a 34 percent spike in private sector sales and 30 percent increase in the midmarket, and some real headway made in the enterprise sector, where the company grew 121 percent. A lot of that B2B growth has no doubt been fueled by the launch of the Kaspersky Endpoint Security for Business, which rounds out its B2B security story and introduces new functionality. But the growing channel has also played a key part. Read more.