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Another key topic of discussion will be a new managed services provider program, which is just coming out of pilot phase. The emphasis here is on easy deployment, remote manageability, and remote monitoring, based on capabilities added to the existing management console.
“Unlike some other solutions, they don't have to go out and do a lot of hands-on work at the customer site in order to get this up and running,” added Kaspersky's Doggett. “That's important for managed service providers because they are selling an entire solution, of which our product is part of the solution. And for them to go out and spend time on the ground erodes their profitability. It also allows them to do this and a lot of small to medium environments, which is where a lot of opportunity resides.”
Much of the discussion will focus on the licensing model, compensation thresholds, and low cost of authorization. “We've lowered the barrier to entry on the not only on the implementation side but also on the licensing side,” Doggett said.
The conference will also outline the impacts of an expanded channel support staff and drill down into various enhancements to the partner program, including CRM/PRM upgrades designed to make processes faster and more scalable.
According to Kaspersky’s data, attendees at the event represent more than 750,000 North America customers, 4,900 sales reps and 1,500 technical professionals. About 50 percent of the partners have a regional focus, 45 percent national and 5 percent local. Most have either a security focus or a specific security practice.