2.26M

Категория:

Маркетинг

Partner program ver. 3.0

1. Partner Program ver.3.0

3. Value-Added Distributor

Definition: Wholesaler with good sales structure and channel. VAD
operate only through Resellers.
Requirements:
Dedicated persons:
Partner Account Manager,
Operation Manager
Marketing Manager
Technical support manager
Sales Targets through resellers – 100K – 2000K*
Channel: Corporate and Consumer.
Reseller network – not less 20 partners.
Marketing - active marketing position. 3-6 events with resellers in
year
Annual Business Planning with KL
All sales only through resellers!
*
Depends on the region, In Royalty terms

4. Consumer Republishing Partner

Definition: Company is focused on the development of consumeroriented channels. Manufacturing and Distribution of retail products.
Requirements:
Dedicated persons:
• Operation Manager
• Marketing Manager
• Technical support manager
Sales Targets through resellers – 100K – 2000K*
Channel: Consumer.
Marketing - active marketing position. 3-6 events with resellers in
year
Annual Business Planning with KL
*
Depends on the region, In Royalty terms

5. Enterprise Partner

Definition: System Integrator is obliged to provide solutions
directly to corporate customer and to offer them technical and sales
support.
Requirements:
Dedicated:
• Sales managers
• Technical support manager
Channel: Corporate
Annual Business Planning with Kaspersky Lab
Sales target – 60K*
Work with large corporate customers – not less than 500nodes
Depends on the region, In Royalty terms. Only for
big deals
*

6. Sub-Distributor

Definition:
operates through large-scale authorized reseller networks ( all channels)
Requirements:
Dedicated persons:
• Operation Manager
• Marketing Manager
• Technical support manager
Purchase products only via one Distributor
Cannot sell directly to end-users
Sales Targets - 50K*
Annual Business Planning
First line sales, technical and maintenance support for channel
partners.
*
Depends on the region, In Royalty terms

7. Premier Retail Reseller

Definition: Business focused on selling KL`s consumer
products.
Requirements:
Dedicated persons:
• Technical specialist – preferable
• Product/Sales specialist – preferable
Selling only to the Private/SOHO sectors,
Sales target – 50K*
Own retail shops, or sub distribution network
Annual Business Planning with VAD
More trusted and valued type of partner!
*
Depends on the region, In Royalty terms

8. Premier Business Reseller

Definition: Business focused on selling KL`s products on
SMB and Corporate range.
Requirements:
Dedicated persons:
• Technical specialist – 1
• Product/Sales specialist – 1
Channel: Corporate
Sales Target – 50K*
Annual Business Planning with VAD
*
Depends on the region, In Royalty terms.

9. Trusted Reseller

Definition:
Selling KL`s products on Private/SOHO, SMB and
Corporate range.
Requirements:
Sales Targets – 10K *
Certified Product/Sales specialist - 1
Follow Marketing and PR Policy
* Minimum target In Royalty terms

10. Authorized Reseller

Definition:
Business focused on selling KL`s products on
Private/SOHO, SMB and Corporate range.
Work only through VAD.
Requirements:
Follow Marketing and PR Policy.
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13. Online Distribution

Indirect partner
Direct partner
If the Service provider is presence on the territory, Online Distributor is obliged to work
via Service Provider
Company who provides web services to
Kaspersky Lab including eCommerce,
Affiliate and Channel partnership.
Service Provider is appointed by
Kaspersky Lab EEMEA Management and
Territory Office.
Service Provider
Online Distributor is operate through
• Premier Online Reseller
• Online Reseller,
• Own eStore
according to Electronic Sales Policy.
Online Distributor
Company business is focused on
selling Kaspersky Lab’s products to
the Private/SOHO, SMB and
Corporate channels via Internet
based Electronic Systems.
Work only via Online Distributor.
Online Reseller is selling
Private/SOHO, SMB and Corporate
Kaspersky Lab products via Internet
based Electronic Systems.
Online Premier Reseller
Online Reseller
Work only via Online Distributor

14.

Thank You

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