Solution Specializations Guide

Learn more on kaspersky.com

2019 I United States

Solution Specializations Guide

https://www.kaspersky.com

Contents

Welcome 1

Why become a Specialist Partner? 1

What Solution Specializations are available? 1

Who is eligible? 2

Benefits & Requirements 2

Benefits for partnersAnnual RebatesRequirements that partners need to meet

333

Hybrid Cloud Security Specialization 4

RequirementsBenefits

45

Threat Management and Defense Specialization 6


67

Threat Intelligence Specialization 8


89

Industrial Cybersecurity Specialization 10


1011

Fraud Prevention Specialization 12


1213

Security Awareness Specialization 14


1415

Specialist Partner Lifecycle 16

Appendix 1. Products Relevant to Individual Specializations 17

1

Solution Specializations Guide 2019

Welcome The success of our global network of partners is a vital part of our success. That is why we do so much to support every partner and help them to grow their security sales.

When our partners choose to add a Solution Specialization to their partner status, they get the opportunity to work even more closely with Kaspersky, earn significant rebates – in addition to the standard margin and also differentiate their business from their competitors.

This short guide will:

• Describe the financial & operational benefits we offer to Specialist Partners • Give you an overview of our range of Solution Specializations • Show how we help partners to develop their skills & knowledge• Explain how you can apply to become a Specialist Partner

Why become a Specialist Partner?Gain recognition from customersWhen a customer has a specific security problem, they want to make sure they choose the right partner – with the right skills. By becoming a Specialist Partner, you will show potential customers that you have got proven expertise in helping to solve specific security issues.

Differentiate your businessBecoming a Specialist Partner can help your business to stand out from its competitors.

Gain recognition from KasperskyWe work closely with all partners but even more closely with Specialist Partners – to provide extra support.

Boost your marginBecause we value the commitment that partners show when they achieve a Specialization, we give our Specialist Partners the opportunity to earn additional financial rewards.

What Solution Specializationsare available?There are six Solution Specializations:

• Hybrid Cloud Security• Threat Management and Defense• Threat Intelligence• Industrial CyberSecurity• Fraud Prevention• Security Awareness,and partners can apply to become a Specialist Partner for any of these solutions.

Partners can also apply for multiple Solution Specializations.

2

Registered

Silver

Gold

PlatinumBenefits

• Additional margin• Extra support –

sales, marketing and technical• Significant differentiator –

helps customers select a partner

Expectations

• Strong skills and expertise• Ability to provide full sales cycle• Ability to provide value dded services• Steady new business growth

Solution Specializations

Who is eligible?Regardless of whether you are a Registered, Silver, Gold or Platinum Partner you can apply for one or more Specializations.

This guide gives you an overview of how the benefits – and the requirements – vary for each of the Solution Specializations.

Benefits & RequirementsA general overview of benefits and requirements is provided below. For more detailed information please see corresponding section with the individual specialization descriptions.

3

Benefits for partners

Sales & Marketing

Specialist Partner additional rebate (Payable to Specialist Partners that achieve their annual targets for revenue and number of deals)*

+

Joint Business Planning +

Advanced Sales Toolkit for specialist solution +

General

Upgrade to Gold Partner Status +

Specialist Partner Certificate +

Partner Account Manager – from Kaspersky +

Technical

Prioritized pre-sales and implementation support +

NFR licenses for relevant Specialization Products +

Access to beta versions of relevant Specialization Products +

* Please see Annual Rebates table below.

Annual Rebates

Solution SpecializationsConditions

Rate of RebateMinimum number of deals Annual target**

Hybrid Cloud Security – $100,000* 5%

Threat Management and Defense 2 $200,000 20%

Threat Intelligence 3 $150,000 10%

Industrial CyberSecurity 2 $200,000 20%

Fraud Prevention 2 $200,000 20%

Security Awareness 5 $100,000 10%

* New licenses only. Renewals shall not be accounted into calculation.

Requirements that partners need to meet

Business

Revenue Threshold (may be fully or partially waived if Kaspersky decides the partner has a particularly strong business plan)

+

Approved Joint Business Plan +

Pipeline of Potential Customers +

Quarterly Business Review +

Team & Expertise

Dedicated Product Manager for Kaspersky products/services +

Kaspersky Sales Specialists 2

Kaspersky Certified Professional / Solution Specialist 1

Demo stand ready for Proof of Concept (PoC) projects *

* Required for some Solution Specializations.** Kaspersky internal foreign exchange rate for 2019 USD/SGD=1.35; USD/HKD=7.8; USD/AUD=1.35; USD/JPY=113; USD/CNY=6.92. Kaspersky reserves the right

to change this rate and update the Program during the year.

4

Hybrid Cloud Security Specialization

Requirements Business

• Revenue Threshold Requirement In the previous year, the partner should have achieved a minimum of US$ 100,000

in sales of the relevant Specialization Products. Revenue is calculated based on Shipping Prices (price in accordance with in the Kaspersky official price list less any special discounts on MSRP* if granted by Kaspersky).

• Approved Joint Business Plan The partner should prepare and agree with Kaspersky a Joint Business Plan (JBP).

The plan should comply with our special template – and should include details about the partner’s sales pipeline, planned sales activities and planned marketing activities that are relevant to the Specialization.

• Quarterly Business Review We will work with the partner to review the partner’s performance against

the agreed JBP – to help identify and build on successes, plus define areas that need attention.

Team and Expertise

The partner should employ:

• One Dedicated Product Manager for Kaspersky products/services • Two Kaspersky Hybrid Cloud Security Sales Specialists• One Kaspersky Security for Virtualization Agentless Certified Professional

or one Kaspersky Security for Virtualization Light Agent Certified Professional or one Kaspersky Hybrid Cloud Security – Public Cloud Protection Certified Professional

Recommended Training Required Exam

Kaspersky Hybrid Cloud SecuritySales Specialist

Course code: S20 Hybrid Cloud Security Sales Training

Exam code: S20Kaspersky Hybrid Cloud Security Sales Exam

Kaspersky Hybrid Cloud Security. Virtualization – AgentlessCertified Professional

Course code: 014 Kaspersky Hybrid Cloud Security. Virtualization – Agentless Technical Training

Exam code: 014Kaspersky Security for Virtualization Agentless Technical Exam

Kaspersky Hybrid Cloud Security. Virtualization – Light AgentCertified Professional

Course code: 031Kaspersky Hybrid Cloud Security. Virtualization – Light Agent Technical Training

Exam code: 031Kaspersky Security for Virtualization Light Agent Technical Exam

Kaspersky Hybrid Cloud Security.Public Cloud ProtectionCertified Professional

Course code: 020Kaspersky Hybrid Cloud Security. Public Cloud Protection

Exam code: 020 Kaspersky Hybrid Cloud Security. Public Cloud Protection

Why choose this specialization?

With businesses running different workloads in different environments, Kaspersky Hybrid Cloud Security helps your customers to protect all their workloads, across all their environments – including physical and virtual machines – in their own data centers or private clouds or in public clouds.

* Please see the Rebate Program for Kaspersky Resellers for more details.

5

Benefits• Specialist Partner Certificate The Kaspersky Specialist Partner Certificate helps to show customers that

the partner has knowledge and skills in specific Kaspersky security solutions.

• Upgrade to Gold Partner Status Subject to approval by Kaspersky, a Registered Partner or Silver Partner

can apply to become a Solution Specialist. If their application is successful, the partner will become a Gold Partner – as well as being awarded the relevant Solution Specialization.

• Kaspersky Partner Account Manager Specialist Partners have access to a Kaspersky Partner Account Manager

(PAM) that provides a single point of contact for advice, support and Joint Business Planning.

• Specialist Partner Additional Rebate Specialist Partners can qualify for an additional annual rebate1 of 5% on sales

of products included in their Specialization. To quality for this rebate, the partner must achieve at least US$ 100,000 of sales of the Specialist Products in the relevant year.

If a partner joins the Specialization program part way through the calendar year, the rebate will only be paid for sales that the partner achieved after becoming a Specialist Partner. The partner’s threshold and amount of deals will be prorated and set up individually by Kaspersky based on partners Joint Business Plan.

• Joint Business Planning To help Specialist Partners to achieve their sales objectives, we work closely with

them to develop a Joint Business Plan (JBP) – which includes sales & marketing activities that aim to help ensure sales targets are achieved.

• Advanced sales toolkit Each advanced toolkit includes sales presentations, competitive battlecards,

pre-sales technical presentations, Proof of Concept (PoC) guides, white papers and other documents to help partners at every stage of the sales process.

• Prioritized pre-sales support Specialist Partners benefit from access to prioritized pre-sales support

for products relevant to the partner’s Specialization via a dedicated team within Kaspersky.

• NFR licenses for Specialization Products Not for Resale (NFR) licenses help partners to access Specialist Products

for customer demonstrations and time-limited Proof of Concept projects for customers.

• Access to beta versions of Specialization Products Selected partners are invited to take part in beta programs to get early access to

new releases of products that are relevant to the partner’s Specialization.

General

Sales & Marketing

Technical

1 Please see the Rebate Program for Kaspersky Resellers for more details on terms and conditions for rebate calculation and payments.

6

Threat Managementand Defense Specialization



in sales of the relevant Specialization Products. Revenue is calculated based on Shipping Prices (price in accordance with the Kaspersky official price list less any special discounts on MSRP* if granted by Kaspersky).

If a new partner has a particularly strong Joint Business Plan and pipeline of potential customers, Kaspersky may decide to waive some or all of the revenue requirement.


The plan should comply with our special template and should include details about the partner’s sales pipeline, planned sales activities and planned marketing activities that are relevant to the Specialization.


the agreed JBP to help identify and build on successes, plus define areas that need attention.

Team and Expertise


• One Dedicated Product Manager for Kaspersky products/services • Two Kaspersky Threat Management and Defense Sales Specialists• One Kaspersky Anti Targeted Attack Platform, Endpoint Detection and Response

Certified Professional


To guard against advanced cyberattacks, your customers need to implement additional levels of security at the endpoint plus specialist protection against sophisticated threats, such as targeted attacks. We offer solutions for Endpoint Detection & Response, plus Anti-Targeted Attack protection.


Kaspersky Threat Management and Defense Sales Specialist

Course code: S25 Kaspersky Threat Management and Defense Sales Training

Exam code: S25Kaspersky Threat Management and Defense Sales Training

Kaspersky Threat Management and Defense Certified Professional

Course code: 025 Kaspersky Anti Targeted Attack Platform, Endpoint Detection and Response Technical Training

Exam code: 025Kaspersky Anti Targeted Attack Platform, Endpoint Detection and Response Technical Exam


7




can apply to become a Solution Specialist. If their application is successful, the partner will become a Gold Partner as well as being awarded the relevant Solution Specialization.




of products included in their Specialization. To qualify for this rebate, the partner must achieve at least US$ 200,000 of sales and at least two sales deals for the Specialist Products in the relevant year.



them to develop a Joint Business Plan (JBP) which includes sales & marketing activities that aim to help ensure sales targets are achieved.









General

Sales & Marketing

Technical

2 Please see the Rebate Program Guide for more details on terms and conditions for rebate payments..

8

Threat Intelligence Specialization






The plan should comply with our special template – and should include details about the partner’s sales pipeline, planned sales activities and planned marketing activities that are relevant to the Specialization.



Team and Expertise


• One Dedicated Product Manager for Kaspersky products/services • Two Kaspersky Threat Intelligence Sales Specialists• One Kaspersky Threat Intelligence Certified Professional


When you sell our wide range of threat intelligence services, you help your customers to ensure their IT security teams are better equipped in the fight against cyberattacks. By accessing our latest intelligence, your customers can gain a valuable insight into the methods, tactics and tools that attackers are using.


Kaspersky Threat Intelligence Sales Specialist

Course code: S39 Kaspersky Threat Intelligence Sales Training

Exam code: S39Kaspersky Threat Intelligence Sales Exam

Kaspersky Threat Intelligence Certified Professional

Course code: 139 Kaspersky Threat Intelligence Technical Training

Exam code: 139Kaspersky Threat Intelligence Technical Exam


9








of products included in their Specialization. To qualify for this rebate, the partner must achieve at least US$ 150,000 of sales and at least three sales deals for the Specialist Products in the relevant year.












General

Sales & Marketing

Technical


10

Industrial Cybersecurity Specialization



in sales of the relevant Specialization Products. Revenue is calculated based on Shipping Prices (in accordance with the Kaspersky official price list less any special discounts on MSRP* if granted by Kaspersky).






Team and Expertise


• One Dedicated Product Manager for Kaspersky products/services • Two Kaspersky Industrial CyberSecurity Sales Specialists• One Kaspersky Industrial CyberSecurity Certified Professional


Industrial control and production systems that were previously regarded as safe from attack are increasingly being targeted by cybercriminals. Kaspersky Industrial CyberSecurity helps businesses to protect their industrial systems on the ‘factory floor’.


Kaspersky Industrial CyberSecurity Sales Specialist

Course code: S38 Kaspersky Industrial CyberSecurity Sales Training

Exam code: S38Kaspersky Industrial CyberSecurity Sales Exam

Kaspersky Industrial CyberSecurity Certified Professional

Course code: 038 Kaspersky Industrial CyberSecurity Technical Training

Exam code: 038Kaspersky Industrial CyberSecurity Technical Exam


11

Benefits• Specialist Partner Certificate The Kaspersky Specialist Partner Certificate helps to show customers that the

partner has knowledge and skills in specific Kaspersky security solutions.














• NFR licenses for Specialization Products Not for Resale (NFR) licenses help partners to access Specialist Products for

customer demonstrations and time-limited Proof of Concept projects for customers.



General

Sales & Marketing

Technical


12

Fraud Prevention Specialization









Team and Expertise


• One Dedicated Product Manager for Kaspersky products/services • Two Kaspersky Fraud Prevention Sales Specialists• One Kaspersky Fraud Prevention Certified Professional


Kaspersky Fraud Prevention uses machine learning and advanced intelligence to help businesses including financial services, retail, healthcare and gambling to protect against fraud, while also reducing operating costs and improving the ‘user experience’ for the business’s customers.


Kaspersky Fraud Prevention Sales Specialist

Course code: S90 Kaspersky Fraud Prevention Sales Training

Exam code: S90Kaspersky Fraud Prevention Sales Exam

Kaspersky Fraud Prevention Certified Professional

Course code: 090 Kaspersky Fraud Prevention Technical Training

Exam code: 090Kaspersky Fraud Prevention Technical Exam


13

Benefits• Specialist Partner Certificate The Kaspersky Specialist Partner Certificate helps to show customers that the

partner has knowledge and skills in specific areas of security.















customer demonstrations and time-limited Proof of Concept projects for customers. No additional services are included.



General

Sales & Marketing

Technical

5 Please see the Rebate Program Guide for more details on terms and conditions for rebate payments.

14

Security Awareness Specialization









Team and Expertise


• One Dedicated Product Manager for Kaspersky products/services• Two Kaspersky Security Awareness Sales Specialists• One Kaspersky Security Awareness Solution Specialist


With businesses looking for effective ways to influence employee behavior, demand for computer-based security awareness training software tools continues to grow rapidly. Kaspersky Security Awareness trainings provide you an exceptional opportunity to revisit existing customers and propose a high-value, high-margin learning solution to help them meet regulatory requirements & increase their security posture.


Kaspersky Security Awareness Sales Specialist

Course code: S80 Kaspersky Security Awareness Sales Training

Exam code: S80Kaspersky Security Awareness Sales Exam

Kaspersky Automated Security Awareness Platform Solution Specialist

Course code: 080 Kaspersky Automated Security Awareness Platform Technical Training

Exam code: 080Kaspersky Automated Security Awareness Platform Technical Exam


15



• Upgrade to Gold Partner Status Subject to approval by Kaspersky, a Registered Partner or Silver Partner can

apply to become a Solution Specialist. If their application is successful, the partner will become a Gold Partner as well as being awarded the relevant Solution Specialization.




of products included in their Specialization. To qualify for this rebate, the partner must achieve at least US$ 100,000 of sales and at least five sales deals for the Specialist Products in the relevant year.





pre-sales technical presentations, pilot project guides, white papers and other documents to help partners at every stage of the sales process.




customer demonstrations and time-limited Proof of Concept projects for customers.



General

Sales & Marketing

Technical

6 Please see the Rebate Program Guide for more details on terms and conditions for rebate payments.

16

Specialist Partner Lifecycle

To apply for any Kaspersky Solution Specialization, please:

• Check that your business meets all the relevant requirements described in this guide.• Generate a Joint Business Plan – using the template provided by Kaspersky.• Email your completed application form and your Joint Business Plan to your

Kaspersky Partner Account Manager.

We will review your application within ten working days. In some cases, we may request additional information about the applicant’s business.

You will be notified of the result by email. If your application is accepted, you will receive your Specialist Partner Certificate.

Provided your business continues to meet all relevant requirements for Specialization, your Specialist Partner status will remain valid until the end of the calendar year (unless stated otherwise in your confirmation email or on your certificate).

Specialization is subject to renewal at the beginning of each calendar year. To qualify for renewal, the partner should continue to meet all of the requirements for that Specialization. Any Specialist Partner that fails to meet all necessary requirements will be given a 90-day ‘grace’ period – from the beginning of the year – during which all non-compliances should be eliminated.

Any Partner that fails to eliminate all non-compliances – within the 90-day grace period – will lose their Solution Specialization and lose all relevant benefits.

Partner participation in any Solution Specialization can also be terminated by the partner or by Kaspersky by either party giving the other party 30 days’ notice. Notice can be given via email or in the case of Kaspersky via the Kaspersky Partner Portal.

We are continuously working to improve the Kaspersky United Partner Program and the Solution Specialization Program. We reserve the right to change any Specialization terms & conditions at any point during the Specialization lifecycle. All such changes shall be effective upon their publication on the Partner Portal or at such time that Kaspersky may specify..

• To meet the certification requirements for a Solution Specialization, the partner must employ the required number of people that have achieved the necessary sales certification and the required number of people that have achieved the necessary technical certification. If an employee holds both sales and technical certifications, that employee will be regarded as just one certified employee – for the purposes of assessing compliance with the certification requirements for Specialist Partners.

• To achieve certification, partner employees must pass the latest available version of the relevant sales or technical examinations.

• For details on our current training schedule, please contact your Kaspersky Partner Account Manager.

• Online examinations are available on the Kaspersky Partner Portal at: partners.kaspersky.com.

This Solutions Specialization Guide is effective for a period of 12 (twelve) months starting from January 1, 2019

Applying

Renewals

Termination

Changes to Terms & Conditions

Notes on training and certification

17

Products Relevant to IndividualSpecializations

The table shows which products are relevant to each Solution Specialization.

Note: Financial benefits and revenue requirements for a specialization are linked to that specific specialization’s relevant products only.

Appendix 1.

Specialization Specialization relevant product lines

Hybrid Cloud Security • Kaspersky Security for Storage (new business only)• Kaspersky Hybrid Cloud Security (new business only)• Kaspersky Security for Virtualization (new business only)

Threat Management & Defense • Kaspersky Anti Targeted Attack Platform• Kaspersky Private Security Network• Kaspersky Endpoint Detection and Response (excluding Standard Edition)• Kaspersky Sandbox

Threat Intelligence • Kaspersky Threat Data Feeds• Kaspersky Threat Lookup Portal• Kaspersky APT Threat Intelligence Reporting• Kaspersky Financial Threat Intelligence Reporting• Kaspersky Cloud Sandbox

Industrial Cybersecurity • Kaspersky Industrial CyberSecurity for Nodes• Kaspersky Industrial CyberSecurity for Networks

Fraud Prevention • Kaspersky Fraud Prevention Automated Fraud Analytics• Kaspersky Fraud Prevention Cloud• Kaspersky Fraud Prevention Advanced Authentication

Security Awareness • Kaspersky Automated Security Awareness Platform• Kaspersky CyberSafety Online Platform• Kaspersky Interactive Protection Simulation• Kaspersky CyberSafety for IT Online

Cyber Threats News: www.securelist.comIT Security News: business.kaspersky.com/

www.kaspersky.com

2019

AO

KA

SP

ER

SK

Y L

AB

. ALL

RIG

HT

S R

ESE

RV

ED

. REG

IST

ER

ED

TR

AD

EM

AR

KS A

ND

SE

RV

ICE

MA

RKS

AR

E T

HE

PR

OP

ER

TY

OF

TH

EIR

RES

PEC

TIV

E O

WN

ER

S.

http://business.kaspersky.com/

www.kaspersky.com

Date post:	25-Jan-2022
Category:	Documents
Upload:	others
View:	7 times
Download:	0 times

Solution Specializations Guide

Documents