Kaspersky is a fast-growing endpoint security technology provider that sells 100 percent through the channel. So the challenge for Doggett is making sure the company's channel program keeps up.
Early last year Doggett retooled the channel program, building up the channel and sales teams and improving support processes. As of mid-2013, partner recruitment was up more than 300 percent year over year and deal-registration volume was up 20 percent. Earlier this month Doggett outlined plans to go after large, enterprise accounts using regional partners for engagements.