Kaspersky Lab Fires Up Partners, Anticipates Double-Digit Growth in 2014


Kaspersky Lab executives told partners that the security vendor is experiencing great gains in 2014, fueled in part by interest in mobile security and the firm's client management capabilities.

Kaspersky Lab has boosted market share against Symantec and McAfee (now Intel Security) and is growing at a faster clip than Trend Micro and Sophos, said Steve Orenberg, president of Kaspersky Lab North America. Speaking to hundreds of partners at the company's 7th Annual North America Partner Summit in Punta Cana, Dominican Republic, Orenberg said the company has had 20 percent year-over-year growth in B2B bookings and projects and anticipates double-digit growth in 2014.

"There's more bookings because of more product innovation, more happy customers and a greater need for our products," Orenberg said. "We're providing comprehensive data protection that's easy to deploy and manage -- and affordable -- and that is a winning trio."

[Related: Kaspersky Channel Chief: We're Outpacing Competitors]

Kaspersky Lab patners said the company has been firing on all cylinders, with a strong channel team led by industry veteran Chris Doggett. While there has been some competitive displacement, much of the activity is focused around net new sales, said Kathy Kaliszewski, senior director of sales and vendor development at Downingtown, Pa.-based reseller, Softmart. Kaliszewski said the partnership with Kaspersky has been a positive one.

"We've worked with them generally in the SMB space but even with some larger clients," Kaliszewski said. "There's a big interest in security right now with all the threats and that messaging has helped win deals."

Kaspersky Lab executives told CRN that the company has been making gains by displacing Symantec, which is in the second year of a complete overhaul of its go-to-market and product strategy. In a bid to boost enterprise sales, Symantec is investing heavily in systems integrators to fund sales and technical head count, demo centers and lead-generation activities. It is seeing Kaspersky Lab in the midmarket, according to Tanya Matthews, a product manager at Clearwater, Fla.-based distributor Tech Data. Matthews said Symantec is investing in additional head count at distributors.

"The market is very disrupted by all of the Symantec changes," said Todd O'Bert, president and CEO of Minneapolis-based Productive Corp., a Kaspersky Lab partner. "There have been plenty of wins for Kaspersky Lab, but displacing a competitor is not easy with all of the endpoint security options available to customers."

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