APAC B2B PARTNER PROGRAM - INTRODUCTORY GUIDE

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1 APAC B2B PARTNER PROGRAM INTRODUCTORY GUIDE

2 Together we are stronger Welcome to our B2B Partner Program! The Kaspersky Lab APAC B2B Partner Program is specifically designed for our regional partners to grow their business and enhance profitability with our awardwinning security solutions. Garry Kondakov, Chief Business Officer, Kaspersky Lab While customers worldwide trust our antimalware expertise to secure their networks, there are more offerings in form of Kaspersky Fraud Prevention, Security for Virtualization, Critical Infrastructure Protection and Intelligence Services. With our consistent efforts to develop indigenous and innovative security solutions, which can be integrated seamlessly without compromising on security parameters, our partners can now explore new business opportunities, in addition to our cuttingedge antimalware offering. Kaspersky commitment As our business depends on our partners' success, we at Kaspersky Lab do our best to ensure our partners prosper. We are a 00% channel focused company; we do not sell directly to customers so all business is managed and fulfilled by our channel partners. Literally, your success is our success. About the Partner Program The B2B Partner Program is a platform for collaboration between Kaspersky Lab and our partners, offering a wide range of benefits, training, certifications, marketing support and rewards to ensure mutual growth and give you a competitive edge. By enrolling into our Partner Program, you will have access to resources needed to develop expertise, grow business, increase customer satisfaction, and maximize profitability. This is your opportunity to secure a competitive edge in the world s fastest growing sector, IT Security. Garry Kondakov, Chief Business Officer, Kaspersky Lab

3 WHY PARTNER WITH KASPERSKY LAB? With businesses facing evergrowing security threats, now s the time to work alongside a world leader in security solutions. As a valued partner of ours, you will receive the exceptional technologies and support you need to thrive in this profitable security sector. Our IT Security Solution is easy to deploy. One management console automatically removes existing products, then installs and updates our solutions. Once in place, your customers can then manage our solutions quickly and effortlessly from a central console. IT departments within small and mediumsized businesses often cannot proactively and efficiently control and protect their IT security infrastructure and embrace technologies like virtualization and mobile security. With Kaspersky, they can! In turn, you will achieve Sales certification, leading to newer opportunities with mobile security, encryption and systems management. Our Technical certification will equip you with skills to install, deploy and enforce a protection policy. How to become a Partner? Follow these four simple steps, and you re set to become a partner of the largest independent security software company in the world. We look forward to welcoming you to the team.. Register at 2. Receive your personal Reseller ID and log on to get access to Kaspersky Partner Portal as your central repository for all sales and marketing information. 3. Use the Kaspersky Lab Partner Portal at The portal gives you access to valuable materials such as whitepapers, brochures, training videos, and information on partner events and promotions. 4. You re ready to do business with Kaspersky Lab. 2

4 PARTNER LEVELS The Kaspersky Partner Program rewards you with great benefits and unlimited opportunities. There are different levels to match the needs, dynamics and capabilities of our partners. Your performance and engagement with Kaspersky will determine your rewards and support, plus the opportunity to rise to the next level. REGISTERED PARTNER REGISTERED PARTNER The Partner status is an excellent starting place for partners to begin engaging with Kaspersky Lab. Take your place as a Partner and you will gain an introduction into the B2B Partner Program, and gain valuable advice and direction to grow your security business. SILVER PARTNER SILVER PARTNER Becoming a Partner opens the door to a lucrative range of benefits, such as training, sales and marketing support. It builds a strong foundation for a good partnership with Kaspersky Lab. Kaspersky Lab will closely assist you to move to a higher status level. GOLD PARTNER GOLD PARTNER Partner is highly active Kaspersky Lab partner. Kaspersky Lab offers Partner many additional sales and marketing benefits including, dedicated account management, proposal based promotional cofunding, company logo on Kaspersky Lab website, lead generation and protection, access to sales and marketing programs, solution training and incentives. To reflect and reward your achievements, Kaspersky Lab provides quarterly business reviews to help increase profits. PLATINUM PARTNER PLATINUM PARTNER The accolade recognises your achievements and aims to steer you to even greater heights of success. That s why we award Partner status to those that are committed to selling Kaspersky solutions; achieve revenue targets; deliver excellent customer service; and display leading technical abilities. To reflect and reward your achievements, you are entitled to all of the Kaspersky Lab Partner Program benefits, with some exclusive extras including business and funnel reviews, VIP access to some of the events and campaigns. 3

5 BENEFITS Business Benefits PLATINUM PARTNER GOLD PARTNER SILVER PARTNER REGISTERED PARTNER Internal use license for full range of Endpoint Protection, including Mobile Security Up to 200 license Up to 00 License Up to 30 license Internal use license for Kaspersky Lab Targeted Solutions ( , Gateway, Sharepoint, Virtualization etc.) 80% off 65% off Quarterly Target Achievement Rebate % 3% /distributor 2% / distributor 2%/ distributor Yearly Target Achievement Rebate % 2% / distributor % / distributor Demo license for showroom/demo center Certificate of partnership Plaque of partnership Marketing Benefits Access to Kaspersky Partner Portal Access to Marketing Assistance Support Marketing Development Fund support Promotion Scheme directly from Kaspersky Lab Sponsor for Product roadshows & events Invitations to exclusive Kaspersky Lab events Use of the relevant Kaspersky Lab partner status logo Invitation to Kaspersky Lab Partner Conference Included in the Online Partner Locator Partner Newsletter Regional Field Marketing Manager Sales Benefits Product and Technology roadmap briefings Allocated Account Manager from distributor Allocated ISR from Kaspersky Lab Joint visit by Kaspersky Lab staff to major customers Sales leads * Deal Registration & Protection Kaspersky Lab Tender support Special bid pricing Support and Training Benefits Access to Technical Account Manager (pre and post sales) Participation in betatesting program Kaspersky Training courses for sales and technical staff Presales Technical Support Sales & Technical Training Online Training & Certification Technical Solution Workshop Access to Kaspersky Webcast Upon Request Upon Request * Not applicable to the open public tenders 4

6 REQUIREMENTS Program Requirements PLATINUM PARTNER Revenue achievements annually based on your purchases through distributor GOLD PARTNER SILVER PARTNER REGISTERED PARTNER USD $80,000 USD $25,000 USD $0,000 Monthly Quarterly Quarterly/Annually SemiAnnually Product Champion Marketing Champion Inside Sales or Telesales Facility * Dedicated Account Manager 2 * Dedicated Presales Engineer 3 2 Pipeline submission report Business planning and review Partner Level logo displayed on Partner website Dedicated Team * Dedicated Postsales/delivery team ** Certified Engineer Maintenance of Requirement Online & mail support capability 2 Min 3 Min 2 At Least 24 x 7 Working Hours Working Hours Attending Sales Training > 4 Sales > 3 Sales > sales Attending Technical Training > 3 Engineers > 2 Engineers > engineer *** Replaced Accredited Engineer Within 60 days Within 90 days Within 90 days **** Demand Generation Activity Monthly Monthly Quarterly Response time to customer queries 24 hours 24 hours Focus Products No competing products Must sell Endpoint Security Must sell Targeted Products * ** *** **** and Partner are preferred to comply but not compulsory. Certification can be obtained from Kaspersky online training and certification. Partner must replace the accredited engineer within the specified period. The partner will lose the status if not replaced. Partners demonstrate the capability of running regular sales activity such as demandgeneration activities and close sales submission. 5

7 CONTACT US Kaspersky Lab AsiaPacific Headquarters Room 2502, 25/F Manhattan Place 23 Wang Tai Road, Kowloon Bay Kowloon, Hong Kong Tel: Fax: (GMT +8) Local Office contact details: Australia & New Zealand, China, Hong Kong, India, Korea, Malaysia Kaspersky Lab Australia and New Zealand Level /82 Lorimer Street, Docklands VIC 3008, Australia Tel: Kaspersky Lab China 2th Floor, Tower B, GeHua Building, # Qing Long Bystreet, Dongcheng District, Beijing 00007, China Tel: / Fax: klc@kaspersky.com.cn N305, North Tower, Software Building, 4th Avenue 80#, Tianjin EconomicTechnological Development Area, , China Tel: Fax: Room 20, 202 & 20, Block 8, KIC Plaza, 398 Songhu Road, Yangpu District, Shanghai , China Tel: Fax: Kaspersky Lab India Office No 80 & 808, 8th Floor, Techno Park, Plot No 7 & 8, Sector 30A, Vashi, Navi Mumbai, India Tel: Fax: indiasales@kaspersky.com Kaspersky Lab Korea 5th Floor, Sun Tower, 89030, Daechidong, Gangnamgu, Seoul, Korea (35839) Tel: Fax: sales@kaspersky.co.kr Kaspersky Lab Malaysia Level 02, Block A, PJ8, No 23 Jalan Barat, Seksyen 8, Petaling Jaya Selangor Darul Ehsan, Malaysia Tel: Fax: sales@kaspersky.com.my 6

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