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

DQ Channels - - Guest Gyan - B SWAMI­NATHAN

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.

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