Kaspersky is streamlining its internal teams and channel partners to target the ?S? of the SMBs in
The security vendor will now target this colossal market of organizations with 'up to 25 users' through a partner-led B2B route, differing from its earlier B2C approach. "As per industry reports, there are over 12.8 million small businesses (15 to 25 users) in India, and a focused B2B approach through committed channel partners will help us effectively address this segment ,? informed Suk Ling Gun, corporate sales director - APAC , Kaspersky Lab Asia.
?We are confident to capture at least one percent of this colossal market which is around over one lakh new customers across India,? said Gun. A part of the newly launched ?Green Team? Partner program, the Kaspersky Small Office Suite (KSOS) for Windows-based machines is available in two different variants: 15 users plus 2 file servers, and 25 users plus 3 file servers. ?The cost of KSOS for small business will be almost 40% lower than our enterprise solutions,? added Gun.
The affordable option for small businesses, however, does not constitute just basic security offerings for the users, assured Gun. Kaspersky has seen to that KSOS is a bundle of good, comprehensive security features than just being an anti-virus and anti-spam solution. ?It encompasses features such as encryption, web filtering, and bandwidth management. KSOS offers backup features, and the security updates consume minimal bandwidth. This is crucial for a small organization which has minimal IT staff and limited bandwidth?, said Gun.
The B2B route will be leveraged through Kaspersky?s existing set of distributors: eCaps Computers (South), TechMatrix Infotech (West), SEA Infonet (East and North), and their set of channel partners in India. ?To reach the wide number of prospective customers, we will work with existing partners and also appoint new channels who specialize in sales to small businesses across their geographies,? said Altaf Halde, head-South 
?The broad-based B2B route will address the security needs of a large number of small businesses across India. For channel partners, KSOS will ensure customer stickiness and shorter sales cycle,? commented Halde.
Kaspersky is further planning to engage with distributors and regional partners through Kaspersky?s local teams to reach smaller cities too. The small businesses across Indian states such as Gujarat, West Bengal, Uttar Pradesh, and Tamil Nadu are fast beginning to adopt security solutions, according to Gun.
Kaspersky globally has been increasing its focus on the enterprise and SMB segments, apart from its widely accepted, successful brand across the consumer segment. ?Since small businesses form a bulk and vital part of India?s SMB segment, the changed strategy through a dedicated partner ecosystem will make us their preferred security vendor,? added Halde.
Source: http://www.channelworld.in/news/kaspersky-tweaks-channel-strategy-small-businesses-india-252102012
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