Our solutions are tailored exclusively for catering the smalloffices
Gun Suk Ling, corporate sales director, Kaspersky speaks on her various channel strategies in the country
How do you see the Indian market for security solutions? India has a huge market for anti-virus solutions and there are also various security-issues pertaining to computers and smart phones. Businesses today are struggling to survive and grow in a highly competitive and complex market. Security, particularly from cybercrime, is an important concern, but there is not always an IT pro on staff to focus on the problem. This could leave a business buried in complexity, under-protected, and vulnerable. Security for business needs to be userfriendly, painless to deploy, easy to configure and manage, yet powerful in its protection and performance.
What is the key focus of Kaspersky in India?
As said earlier, India always has red-carpet for security solutions. All the big business entities have wellestablished office set up, IT department headed by a specialist etc. However, there are many small office-set up which do not have proper infrastructure with them. Kaspersky will definitely explore those opportunities with our special solutions which will act against the malicious objects, phishing pages, virus, etc. The MSME (Micro Small and Medium Enterprises), as called in India, has provided huge opportunities for us.
How are you going to explore your opportunities in that segment?
India stands in 27th place for highest share of attacks on user computer and is likely to escalate in the top list. In India the MSME owners have no big idea of securing their data. The business owners would be multi-tasking of being an IT head also. Our solutions are tailored exclusively for catering the small-offices. In India there are 26.1 mn companies falling under that category and 50% are having below 25 employees and our KSOS (Kaspersky small office suit) will give end-toend solution for their computers.
Explain the technical aspects of your solution for MSME?
Our set-up comes like 15 users + 2 file servers, 20 users + 2 file servers and 25 users + 3 file servers. Our small equipment provides maximum protection including preventing malicious objects, protecting data, control internet access, increase safety and more. Our solutions are easy to install, provides password management, web-filtering and back-up features. Other key advantage is with more job-shifts of employees in small business, an employee who shifts to a competitor company of the small business owner can steal the data easily. Kaspersky’s solution has solution to avoid such situations.
Tell us about your presence in India?
We are a 100% channel-dependant company. We always thrive on the channel strength. Our distributors in India are SEA Infonet, Techmatrix and eCaps. Through them, we try to reach the entire dealer segment across the country.
What are the channel plans for Kaspersky this year?
We would like to do add as many partners we can. Not just in big cities like Chennai, Mumbai, Delhi and Bengaluru, but we are also planning to penetrate in small cities.
Please explain your training for partners?
We always depend on training the channel partners in all aspects of the product. We conduct training programs across the country very often. Some of the key aspects discussed during the training are providing guidelines for the partners, need for joining Kaspersky and advantages of partnering with Kaspersky.
Explain your certification model?
We have five categories of partner certification. They are registered partner, silver partner (Get-set level), gold partner (ready level), platinum (Goal getting) and master platinum (Achiever level). Master platinum is what framed recently and these above said partners’ certification varies from sales target to performance.
What are the other support you provide for partners?
Apart from regular training and support, Kaspersky helps partners in all their marketing and promotional activities. We have good history of having sky-high banners in IT markets like Chenoy Trade Centre, Ritchie street etc.