Partner Program Australia and New Zealand
2 Partner Program 2
Welcome 3 Dear Partner! Welcome to the Kaspersky Lab Partner Program, which is developed to support and assist you in your Kaspersky product sales. About the Kaspersky Lab Partner program Our Partner Program provides you with industry-leading benefits and resources suited to your unique business requirements. Membership will help you generate revenue and increase customer acquisition. This program is designed to offer sales, marketing and technical support for Kaspersky partners. The program structure offers several advantages for Kaspersky partners, such as sales and technical trainings, lead generation, pre-sales support, etc. Why Participate Kaspersky Lab offers its partners commitment for an extensive cooperation to support the sales of our security solutions. Partners receive various sales and marketing tools to enforce your Kaspersky sales. Besides, you are receiving a guaranteed benefit package to ensure good margins. These benefits are set and determined by you and Kaspersky and honoured by our distribution partners. Commitment Our 100% Guarantee to You Kaspersky is 100% channel-focused, 100% channel-driven, 100% channel-invested. We stand behind this and are committed to the following: No Direct Sales with Kaspersky we rely exclusively on our partners! Exceptional profitability! Tools and programs to help you close deals! Our Partner Program Key Benefits A strong financial incentive program; A complete training and certification curriculum; Access to technical support services; The opportunity to leverage the Kaspersky brand; Better marketing, selling, skills enablement and technical support. How Does It Work Every partner has different needs. Kaspersky offers three different partner levels in this program. After receiving your application form, we will contact you to discuss and guide you to the appropriate partner level. Award-Winning Security Solutions Differentiate your company with Kaspersky solutions. We offer high-quality endpoint and server security solutions that minimise exposure to Internet threats. Our solutions are setting a new standard for real-time protection at every level of the network. What does that mean for you and your customers? Reduced exposure, minimised risk of attack, centralised administration and reporting tools for maximum efficiencies all delivered through solutions that uniquely stand out from all others in the market. Partner Program 3
4 Partner levels A C C R E D I T E D P A R T N E R Accredited Kaspersky Partner The entry level of our partner program offers a starting point for partners that choose to commit to Kaspersky Lab. It is an excellent starting point for a good partnership, with many possibilities to grow within the program. At this partner level you can profit of many marketing, sales and technical benefits. G O L D P A R T N E R Gold Kaspersky Partner Your company has reached several successes with the sales of our security solutions and is qualified by means of sales and technical trainings. Besides all sales, marketing and technical support, a Gold Partner has many benefits to increase their turnover and focus on the market. P L A T I N U M P A R T N E R Platinum Kaspersky Partner This level of partnership offers extensive benefits. The Platinum Partner level is intended for organisations with the ability to help customers design, plan and deploy both traditional computing infrastructures and virtual infrastructures. Enterprise partners receive financial rewards and enablement offerings that will make them even more profitable. Partner Program 4
Requirements and benefits 5 Partner Requirements Accredited Partner Gold Partner Platinum Partner Market segment Business Consumer Business Consumer Business Consumer Partner registration form approved Signed NDA Annual sales target As per account plan As per account plan Status duration Unlimited 1Y 1Y Technical certified specialists 1 2 Sales Specialists 1 2 Kaspersky Lab VirusWatch on partner s website homepage Information about Kaspersky Lab products on partner s website Marketing and promotion of products (1) Participation in Kaspersky Lab s beta-testing program Annual business planning (sales & marketing) Quarterly business reviews Program Benefits Accredited Partner Gold Partner Platinum Partner Partner enablement Access to Kaspersky Lab products through KAV, KIS, KOSS, Hosted KAV, KIS, KOSS, Hosted KAV, KIS, distribution in A/NZ KOSS KSOS, KMS (2) Security (3) KSOS, KMS (2) Security, SLA (3) KSOS, KMS (2) Access to the partner portal and resources DEMO Software (NFR) Discounted internal use software 10 Nodes 25 Nodes 50 Nodes Presale technical support (4) (4) (4) Sales & technical training (fee based) Online trainings and certification (free) Technical solution workshop Participation in partner satisfaction survey Partner support Sales and marketing tools and programs Partner status logo Accredited partner logo Gold partner logo Platinum partner logo Lead referral program Start-up partner kit Kaspersky Lab newsletters (product, marketing, sales) Kaspersky partner locator listing Invitations to local partner events VIP Support by phone and email (5) (5) (5) Account management Partner status plaque Partner reward Marketing Assistance - proposal based cofunding (6) (6) Access to promotional offerings Lead registration and protection Kaspersky tender support Margins 10% 20% 30% Reseller rebate program As per account plan As per account plan (1) See marketing activities requirements guide (2) Ordered from local republisher: order_anz@kaspersky.com (3) Hosted Secutiry and SLA - product availability to be advised (4) Accounts to be qualified (5) As per the escalation matrix and A/NZ Technical Support Guidelines (6) via distributors Partner Program 5
6 Partner advantages Sales Support We support our partners with all kinds of sales support. Platinum and Gold partners will receive account management support. Marketing Support Marketing tools can easily be found on the Kaspersky Lab partner website. Logo s, boxshots, comparative tests, etc can be downloaded from this site. Technical Support Our 100% Australian technical support department will be offering extended hours support. Based in Melbourne, our support staff operate during the same business hours as you do. Partner Training Kaspersky organises various sales trainings and technical workshops. The workshops will be delivered on site or in our newly developed Melbourne training centre. You can contact the relevant department for information on the content and the schedule of these trainings. Partner Website All new and current Kaspersky Lab partners will receive their own login name and password that will give them access to the Kaspersky Lab Partner website. Partner Program 6
About Kaspersky Lab 7 Who is Kaspersky? It s a cyber-war an arms race that pits us against the cybercriminals who negatively impact how we use the Internet in our personal and professional lives. At Kaspersky Lab, our mission is to respond rapidly to all Internet threats: by joining together with the broader community to find ways that best combat these criminals. Our Mission We put all our resources and know-how into preventing these threats from spreading, and educating the community at large on best practices to ensure the greatest possible online security. The success of our mission has resulted in Kaspersky Lab emerging as the world s largest privately held anti-malware company. Founded in 1997, the company offers its products and technologies to industry and consumers in virtually every country around the globe. Today, more than 300 million users worldwide are protected by our technologies. And every week, we add more than 100,000 new users. As a result of supporting our customers needs, Kaspersky Lab has grown to more than 1300 employees, with more than half of us focused on R&D and customer support. We ve experienced exceptional financial growth since the company was started and have increased the size ten times within the last three years alone. Kaspersky Inside We are also the largest licensor of anti-malware technology in the world, with more than 130 leading IT security, networking and messaging software and hardware vendors choosing our state-of-the-art anti-malware protection for use inside their own products. These companies include industry leaders like Microsoft, Check Point, Nokia, Juniper Networks, Alcatel-Lucent, SonicWall, ClearSwift and many others. Antivirus Expertise Virus Lab analysts headed by Eugene Kaspersky have over a decade of experience in the antivirus field, allowing them to predict data security trends. For instance, we were the first to develop and implement innovations such as heuristic virus analysis and linguistic text analysis. Such innovations keep the company s product portfolio at the vanguard of the market. Optimised for the Real World Recognised by Gartner as a visionary company in the endpoint security market, Kaspersky Lab combines innovative technology with a unique approach to managing risk and delivering new operational efficiencies. We do this by minimising our customers window of exposure, with the most resource efficient endpoint and server security solutions available. Learn how our endpoint and server security solutions can protect your customer s business. We re Kaspersky Lab. And we re on a mission. Regional Office in Australia Our new Melbourne office has the important tasks of providing partners and users in the region with the most comprehensive support and extending the range of available services. From our office in Docklands we offer our partner sales, marketing and technical support for Australia, New Zealand and the Oceania markets. Partner Program 7
Contact information Australia and New Zealand: Kaspersky Lab Australia and New Zealand Pty Ltd 7/75 Lorimer St Docklands 3008 Victoria Australia Email: anz_sales@kaspersky.com Website: http://www.kasperskyanz.com.au Telephone: 1300 930 655 Consumer technical support office hours (English) For time zone: 8am 6:30pm AEST Australia: 1300 762 833 or +61 3 9005 1669 New Zealand: +64 9 887 0355 Email: support@kasperskyanz.com.au We return every call. After hours calls are returned during business hours. Technical support web: www.kaspersky.com/support Technical support forum: www.kaspersky.com/forum Viruslist www.viruslist.com