Kaspersky Woos North American Partners, Cites Growth, Innovation

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In January, the company announced an update to its endpoint security suite, adding a centralized management console for its mobile device management, file, folder and full disk data encryption capabilities. A policy control application was added to set controls for removable storage devices. Systems management tools were built out for licensing, OS installation, inventory management and remote administration. A new management console also brings together Kaspersky's endpoint, file server and virtual infrastructure protection.

John Oetinger of the Missoula, Mont.-based Corporate Technology Group, a Kaspersky Partner, said his firm has seen success with the security vendor as well as Sophos. Oetinger said his firm mainly services small and midsize businesses and said he is constantly reading analyst reports so he can give potential clients sound advice about their security technology options. "Every client has different needs," Oetinger said. "In the end you can only work to guide them in the learning process."

Spire Security's Lindstrom said Kaspersky might turn away from smaller firms like Corporate Technology Group and look to increase its attention on larger partners and service providers as well as focus on OEM deals with security appliance vendors. Kaspersky Lab's Orenberg gave no indication that the company would make major changes to its channel strategy.

"Channel is our crown jewels, and you guys are the ones helping us break away from our competition," Orenberg told conference attendees. "We've moved up while many of our competitors have moved down, and we're proud to be one of the fastest-growing large security vendors."


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