KASPERSKY LAB PARTNER PROGRAM 2016
Yuliya Ponomareva
Channel Development and Marketing Group Manager, Moscow
Gustavo ColsChannel Sales Director, Strategic Latin America
Flavia MendezB2B Marketing Manager, Strategic Latin America
WIDE RANGE OF BENEFITS TO ENSURE YOUR MUTUAL GROWTH AND GIVE YOU A COMPETITIVE EDGE
Exceptional Profit & Growth
Opportunity
Award-Winning Products
Comprehensive Partner Team
100% Partner Focus
Free education
Marketing Support
High Profit
Rebates
Promotions for partners
Wide solution portfolio
Technical Support
Dedicated manager for key partners
Best in the industry protection
Deal Registration discount
What´s new in the Partner Program in 2016
WHAT’S NEW IN THE PARTNER PROGRAM IN 2016
New rebate approach: different rebates for different types of deals
New marketing support: direct investment to resellers
New competences: opportunity to earn more
Unified requirements for all countries *
YP1
Slide 4
YP1 Yuliya Ponomareva, 1/22/2016
THE HIGHER YOUR PARTNER LEVEL
THE MORE BENEFITS YOU RECEIVE!
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2.
3.
4.
REBATES FOR RESELLERS
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Achieve your target and receive money back!
New business
4% 4%
Renewals 3% 3%
Annual 1% 1%
REBATES FOR DISTRIBUTORS
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Achieve your target and receive money back!
New business
3%
Renewals 2%
EXAMPLE OF REBATES CALCULATION
Quarter Q1 Q2 Q3 Q4 TotalNew
business$25 000 $30 000 $20 000 $35 000 $110 000
Renewals $35 000 $40 000 $30 000 $50 000 $135 000Annual $245 000
Targets
Quarter Q1 Q2 Q3 Q4 TotalNew
business$23 000 $35 000 $19 000 $46 000
Renewals $36 000 $40 500 $29 000 $48 000Annual $277 000
Results
EXAMPLE OF REBATES CALCULATION
Rebates Q1 Q2 Q3 Q4 Annual
New $1 750 0 $2 300
Renewal $1 080 $1 215 0 $1 440
Annual $2 770
Quarter rebate: New business rebate % * Result, $ (if >100%) + Renewal rebate % * Result, $ (if
>100%)
Annual rebate: Annual rebate % * Total result, $ (Annual New Business, $ + Renewal, $)
Total rebate $10 555
HOW TO RECEIVE A QUARTERLY REBATE
An quarterly rebate depends on the quarterly target achievement and meeting the following metrics:
Quarter sales target achievement;Accurate provision of the correct information about partnership with Kaspersky Lab and Kaspersky Lab products on the Partner’s web site;The Partner must send to their channel manager their monthly sales forecast, during the first 5 days of each monthThe Partner must comply all Partner Program requirements
HOW TO RECEIVE AN ANNUAL REBATE
An annual rebate depends on the annual target achievements and meeting the following metrics:
Annual sales target achievement;Accurate provision of the correct information about partnership with Kaspersky Lab and Kaspersky Lab products on the Partner’s web site;At least one marketing activity dedicated to Kaspersky Lab’s products and services promotion held during the year;At least 2 additional sales/products certifications besides mandatory as specified in the Kaspersky Lab Partner Program.The Partner must send monthly sales forecast during the first 5 days of each month
TARGETED ATTACK PROTECTION SPECIALIZATION: KEY STATEMENTS
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Targeted Attack Protection Specialization recognizes focused partners
Specialized Partners will be required to demonstrate and maintain strong technical expertise and sales efforts
There will be a significant Specialized Partner discount for registered projects
Significant technical and sales support will be provided to Specialized Partners
SPECIALIZATION PRODUCT LIST
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Kaspersky Anti Targeted Attack Platform
Kaspersky Private Security Network
SPECIALIZATION PARTNER REQUIREMENTS
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Kaspersky Partner Program membership KATA Platform separate page or section on the partner’s website Certification and training:
2 sales professionals trained by Kaspersky Lab and holding a Kaspersky KATA Platform Sales Certificate
1 technical professional trained by Kaspersky Lab and holding a Kaspersky KATA Platform Implementation Certificate (KL 025.10)
1 security analyst trained by Kaspersky Lab and holding an Kaspersky security analyst course accomplishment Certificate
Provision of a KATA Platform demo stand for pilot projects Specialization Business Plan Attainment of an annual revenue threshold or evidence of a strong
enough pipeline to achieve this within the next year
SPECIALIZATION BENEFITS
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General ‘Specialized Partner’ Logo and Certificate Dedicated Kaspersky Lab Account ManagerFinancial & Sales Protection for registered deals Exclusive ‘Specialized Partner’ discounts of up to 25% on
Specialization Products for all registered projects Qualified sales leads from Kaspersky Lab Sales kits for Specialization Products Full sales process support from your Kaspersky Lab Accounts
ManagerMarketing Access to marketing budget pool for Specialized Product related
activities Specialized Product marketing materials
SPECIALIZATION BENEFITS
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Expert support Kaspersky Lab pre‐sales support Kaspersky Lab implementation support Specific targeted attack analytics covering the partner’s region Partner NFR licenses for demos and pilots of Specialization
Products Access to beta versions of Specialization Products Use of the Kaspersky Lab cloud demo stand for Specialization
Product customer demonstrations
Rest of Latin America
NEW SALES REQUIREMENTS IN THE PARTNER PROGRAM
$ 175,000 $ 115,000 $ 25,000 1 deal
* Sales targets in the Partner Program are to achieve the level status. Platinum and Gold Partners have individual sales targets
Mexico(in local currency)
2016 is a transition periodAll partners who don’t meet new sales requirements but meet old
sales requirements will keep their partnership status
$ 3,000,000 $ 1,900,000 $ 400,000 1 deal
How you can earn with Kaspersky Lab?
HOW YOU CAN EARN WITH KASPERSKY LAB?
Distributors Resellers
Margin
Rebates
Additional margin for competences
Deal Registration
Incentive campaigns
Marketing investment
Tools that will help you to sell
DEAL MANAGEMENT: MAKE YOUR BUSINESS PROCESS SMOOTH AND EFFECTIVE
Track you previous achievements and use as an opportunity for upsell
Protect your investments and get additional discount by registering your potential deal
Be always aware of upcoming renewals!
THE DEAL REGISTRATION PROGRAM
Up to 15%discount
Available for deals with 100+ licensed nodes
Deal registrations are valid for 90 days
Configure the report you need by changing the filters and then just download it in excel format.
HOW TO MANAGE YOUR RENEWALSBE AWARE OF UPCOMING RENEWALS NOT TO MISS YOUR REVENUE
FREE SALES TRAINING COURSES
Kaspersky Endpoint Security for Business Sales Training “How to sell more”
Kaspersky Small Office Security “How to sell to very small businesses”
Kaspersky Security for Virtualization Sales Training
Sales Training “How our new DLP functionality helps you sell to SMBs”
Big-5 competitive video series – overview of our top competitors from the perspective of both sales and marketing
Overview of the Enterprise solutions portfolio
REQUIREMENTS: SALES CERTIFICATION
Online sales training courseKaspersky Endpoint Security for Business
Sales Training "How to sell more…“
3 2 1
Number of certified specialists required for partner level
PARTNER MEMBERSHIP CERTIFICATES
Available for Partner Portal Administrator only
PARTNER LEVEL UPGRADE: HOW TO APPLY
The B2B Partner Program offers a wide range of monetary and non-monetary benefits, education opportunities and marketing support.
The higher your status the more benefits you receive!
1 sales certificate Kaspersky Endpoint Security for Business Sales Training "How to sell more…“
1 technical certificate(KL 019.10 or KL 002.10)
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Requirements:
2 sales certificates Kaspersky Endpoint Security for Business Sales Training "How to sell more…“
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Requirements:
3 sales certificates Kaspersky Endpoint Security for Business Sales Training "How to sell more…“
3 technical specialists with 4 certificates:3 x KL 002.10 or 3 x KL 202.101 x KL 302.10 (or KLE 402.10)
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Requirements:
Partner Level upgrades are by KL invitation only
To keep Registered Partner level you should make at least 1 deal per year
Sales result (recent 12 months): Mexico, local currency: 400 000 $Rest of Latam (except Brazil), US Dollar: 25 000 $
2 technical certificates 2 x KL 002.10 or 2 x KL 202.10
Sales result (recent 12 months): Mexico, local currency: 1 900 000 $Rest of Latam (except Brazil), US Dollar: 115 000 $
Sales result (recent 12 months): Mexico, local currency: 3 000 000 $Rest of Latam (except Brazil), US Dollar: 175 000 $
IN 2016 WE PROVIDE YOU WITH EVEN BETTER CONDITIONS:
Earn more with new rebate scheme
Improve your marketing with direct marketing funds
Get higher margin for new competences
Benefit from managing your sales on Partner Portal
Meet new sales requirements and get higher Partner Level
MARKETING PROGRAM FOR RESELLERS 2016
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RESELLERS MARKETING PROGRAM IN 2016
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WHO ARE ELIGIBLE? Platinum, Gold – yes; Silver, Registered – optional;
HOW THE BUDGET IS CALCULATED?Once a year based on previous year sales results as a fixed annual
amount
HOW CAN I USE MY BUDGET?During the year using equal or unequal parts of an annul budget
based on the quarterly planning with KL channel manager;
PAYMENT, REPORT AND AUDIT
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Payment will be executed through a rebate agency or through marketing agency if there isn’t any rebate agency on the territory.
Proofs of executions (invoices, etc)
Random audit by EM HQ
FUNDS CALCULATION
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Within the framework of the Program, the marketing fund is calculated in the following way:
The budget depends on the previous year annual sales in end-user price
Reseller annual sales, $,
end user‐price
500K+ 400‐499K 300‐399K 200‐299K 100‐199K 50‐99K 20‐49K <20K
Marketing budget 8 500 $ 6 500 $ 5 500 $ 4 500 $ 3 500 $ 2 500 $ 1 500 $ 1 000 $
EXAMPLES OF FUNDS CALCULATION
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2015 Partner sales $125 000
Example of the budget usage during the year
Annual fund is $3 500
Quarter Q1’16 Q2’16 Q3’16 Q4’16
Example 1 $1 000 $800 $700 $1 000
Example 2 0 $3 500 0 0
PROCEDURE FOR ASSIGNING THE MARKETING FUND
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A partner accepts public offer on the Partner Portal before the first activity with Kaspersky Lab
A mandatory condition for receiving the marketing fund is the provision of a quarterly Marketing plan* with the Kaspersky Lab Local Office
ELIGIBLE ACTIVITIES
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Kaspersky Lab supports the following activities: Events for end users;
Participation in exhibitions and industrial events;
Incentives for end-usersAny other activities as materials production, email blasts, entertainment on the events are supported within the events preparation
APPROVAL PROCESS
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Channel managers discuss marketing plans with key partners every quarter
Partner provides a marketing plan to the Local KL channel manager Partner provides a marketing plan to the Local KL channel manager
Kaspersky Lab approves/rejects plans and transfer the budget to the
partners' account
Kaspersky Lab approves/rejects plans and transfer the budget to the
partners' account
Partners start any activity after the final approval from
Kaspersky Lab
Partners start any activity after the final approval from
Kaspersky Lab
HOW TO GET THE BUDGET VIA THE AGENCY
Reseller logs in to the Partner Portal in the section Marketing Program
Reseller logs in to the Partner Portal in the section Marketing Program
Reseller accepts the Public Offer (once!)Reseller accepts the Public Offer (once!)
Reseller receives the pin-notification from Vistex, follows the link on the portal
and provides its bank details
Reseller receives the pin-notification from Vistex, follows the link on the portal
and provides its bank details
HOW TO GET THE BUDGET VIA A DISTRIBUTOR
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Reseller logs in to the Partner Portal in the section Marketing
Program
Reseller logs in to the Partner Portal in the section Marketing
Program
Reseller accepts the Public Offer on the Partner Portal
(once)
Reseller accepts the Public Offer on the Partner Portal
(once)
KL informs a distributor about the approaching fund
transferring
KL informs a distributor about the approaching fund
transferring
Distributor issues an invoice to KL
Distributor issues an invoice to KL
KL issues a CN to a distributor or makes a payment via wire-
transfer
KL issues a CN to a distributor or makes a payment via wire-
transfer
REPORTING PROCESS
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Audit by Marketing Local The Partner is obliged to retain the
reporting documents in accordance with the check-list*
Kaspersky Lab has the right to request the reporting documents at any time during the calendar year and for the subsequent 4 (four) calendar years after its completion.
*Check-list can be downloaded from the Partner Portal in the Marketing section.
PAYMENT SCHEDULE
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Payment will be executed through the agency Vistex or distributor if the agency doesn’t work on your territory.
Calendar of the budget transferring:
Quarter Timing1st quarter March 15-312nd quarter Apr 15 -303rd quarter Jul 15-314th quarter Oct 15-31
SUMMARY: PROCESS OF THE MARKETING PROGRAM EXECUTION
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Plan
Approval
Funds transferring
Activities execution
Random audit
20th of last month
By 1st of first months of the quarter
By 15th of first Transferring month of the quarter
During a quarter
During a quarter
MARKETING SUPPORT FOR DISTRIBUTORS
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KEY POINTS
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Each distributor has the right to request marketing budget from KL TO;
Each distributor is required to provide KL TO with a quarterly or half year marketing plan;
KL TO decides upon reasonability of holding a certain activity and the amount of the marketing support every distributor needs;
Reimbursement is to be made after the activity is done and the proving documents are given.
LIST OF ELIGIBLE ACTIVITIES AND TIMING
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Events for resellers (seminars, conferences and other similar activities dedicated for the channel development)
Incentives for resellers Telemarketing campaigns
Planning dates: no late than the 20th date of the last month of the current quarterReporting dates: within 30 working days after the end of the quarter in which the activity was heldReimbursement dates: during 30 days after the proving documents are given.
LIST OF ACTIVITIES:
TIMING:
APPROVAL PROCESS AND PAYMENTFOR DISTRIBUTORS
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Distributor provides KL TO with a quarterly
marketing plan
KL TO approves/ rejects the marketing
plan
When the marketing plan is approved,
Distributor executes the activities
Activities have been executed
Distributor provides KL TO with a report
KL reimburses expenses to a Distributor*
Payment
* If the level of bad debts is over 10% of the amount of current debt, KL is entitle to issue a credit-note
Planning
KASPERSKY LAB ON THE LINE
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PARTNER PORTAL
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Find everything you need to boost your sales!
REGULAR NEWSLETTER
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What is inside:message to the channel from Kaspersky Lab office;
B2B products news;
training calendar;
all about incentive programs;
upcoming events;
Kaspersky Lab’s global news;
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Subscribe in ‘My profile’
on the Partner Portal
REGULAR NEWSLETTER
LET'S TALK?