|Kaspersky Lab has increased its focus on the enterprise segment. The company plans to increase its enterprise revenue contribution from the current 20 percent to 30 percent in the next 12 months.
“In terms of revenue contribution, the enterprise segment has grown from 5 percent in 2010 to 20 percent in 2012. We want to grow it further through our new enterprise product which is due for launch by Q12013. The product will put us on par with our competitors,” said Suk Ling Gun, Director, Corporate Sales, Kaspersky Lab, Asia Pacific.
While the company is currently targeting domestic enterprise customers with less than 10,000 users, with the new product it will focus on large MNC enterprises with more than 10,000 users.
Kaspersky won some deals for 1,000-6,000 users from large enterprise customers including Western Railways, Financial Technologies, Axis Technology, Jagati Publications, First Flight couriers and an Indian airline.
The company has about 800 active resellers in India; it intends to increase this figure to 1,200 in the next 12 months. It also has 10 Focused partners—dedicated SIs and VARs—and plans to substantially increase this number too in 2012.
“We have tiered the Focused partners into Platinum and Master Platinum partners. They have dedicated resources for Kaspersky, and share their business plans, GTM and revenue commitment with us,” informed Gun.
To help its partners grow, the company has started the K Konnect partner program which is a platform to exchange industry insights with security leaders and leaders from multiple business domains in the spirit of collaboration; the program is targeted at the Focused partners.
The company will also launch the Kaspersky Lab Green Team partner program in the coming months to cater to its regular and Focused partners.
Disclosed Gun, “We aim to be among the top three enterprise security players by 2014. We are trying to implement the 60:40 rule where 40 percent of our partners will contribute 60 percent of our enterprise revenue.”
For SMB customers the company will launch the Kaspersky Small Office Security which will be available for 15 users with two file servers and 25 users with three file servers. “This product will provide a simple solution considering the lack of dedicated IT managers in SMBs,” explained Gun. “We will also price the product keeping in mind the price sensitivity of the segment. We have taken this step to fight piracy which is rampant in this segment.”
On the marketing front Kaspersky plans to sponsor sporting events, chalk out new partner schemes, and conduct promotions for the education vertical. The company also intends to double its sales team in India which currently has four people.