Partner with a vendor that understands the channel’s needs for success in the market, firm claims

Security software vendor Kaspersky Labs is embarking on a channel push to disprove the theory that the anti-virus market is commoditised.

The vendor has recently signed up Ingram Micro as its fifth distributor in the UK, and is looking to increase its reseller base from 70 to about 200 by the end of the year.

Simon Geach, UK and Ireland channel and retail sales manager at Kaspersky, said: “We want to bring opportunities to VARs. There is still money to be made in anti-virus if a VAR partners with a vendor that understands what the channel needs.

“Over the past five or six years, other vendors have gone down the route of taking margin back, but we have decided to completely rebrand and relaunch our programme.”

Kaspersky operates a three-tiered programme. The lowest level is Authorised, the mid tier is Accredited and the top tier is Enterprise. The vendor provides free basic sales and technical training for all partners, with the option to invest further in more detailed training if the need arises.

Ian Kilpatrick, chairman of distributor Wick Hill Group, said: “We have worked with Kaspersky in Germany and seen a lot of growth, which is what prompted us to extend the agreement to the UK.

“Kaspersky has a well structured channel policy and offers excellent margin. Although the general anti-virus market has become commoditised, Kaspersky’s model and products run counter to that.”