KASPERSKY LAB PARTNER PROGRAM 2016

Yuliya Ponomareva

Channel Development and Marketing Group Manager, Moscow

Gustavo ColsChannel Sales Director, Strategic Latin America

Flavia MendezB2B Marketing Manager, Strategic Latin America

WIDE RANGE OF BENEFITS TO ENSURE YOUR MUTUAL GROWTH AND GIVE YOU A COMPETITIVE EDGE

Exceptional Profit & Growth

Opportunity

Award-Winning Products

Comprehensive Partner Team

100% Partner Focus

Free education

Marketing Support

High Profit

Rebates

Promotions for partners

Wide solution portfolio

Technical Support

Dedicated manager for key partners

Best in the industry protection

Deal Registration discount

What´s new in the Partner Program in 2016

WHAT’S NEW IN THE PARTNER PROGRAM IN 2016

New rebate approach: different rebates for different types of deals

New marketing support: direct investment to resellers

New competences: opportunity to earn more

Unified requirements for all countries *

YP1

Slide 4

YP1 Yuliya Ponomareva, 1/22/2016

THE HIGHER YOUR PARTNER LEVEL

THE MORE BENEFITS YOU RECEIVE!

1.

2.

3.

4.

REBATES FOR RESELLERS

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Achieve your target and receive money back!

New business

4% 4%

Renewals 3% 3%

Annual 1% 1%

REBATES FOR DISTRIBUTORS

7

Achieve your target and receive money back!

New business

3%

Renewals 2%

EXAMPLE OF REBATES CALCULATION

Quarter Q1 Q2 Q3 Q4 TotalNew

business$25 000 $30 000 $20 000 $35 000 $110 000

Renewals $35 000 $40 000 $30 000 $50 000 $135 000Annual $245 000

Targets

Quarter Q1 Q2 Q3 Q4 TotalNew

business$23 000 $35 000 $19 000 $46 000

Renewals $36 000 $40 500 $29 000 $48 000Annual $277 000

Results

EXAMPLE OF REBATES CALCULATION

Rebates Q1 Q2 Q3 Q4 Annual

New $1 750 0 $2 300

Renewal $1 080 $1 215 0 $1 440

Annual $2 770

Quarter rebate: New business rebate % * Result, $ (if >100%) + Renewal rebate % * Result, $ (if

>100%)

Annual rebate: Annual rebate % * Total result, $ (Annual New Business, $ + Renewal, $)

Total rebate $10 555

HOW TO RECEIVE A QUARTERLY REBATE

An quarterly rebate depends on the quarterly target achievement and meeting the following metrics:

Quarter sales target achievement;Accurate provision of the correct information about partnership with Kaspersky Lab and Kaspersky Lab products on the Partner’s web site;The Partner must send to their channel manager their monthly sales forecast, during the first 5 days of each monthThe Partner must comply all Partner Program requirements

HOW TO RECEIVE AN ANNUAL REBATE

An annual rebate depends on the annual target achievements and meeting the following metrics:

Annual sales target achievement;Accurate provision of the correct information about partnership with Kaspersky Lab and Kaspersky Lab products on the Partner’s web site;At least one marketing activity dedicated to Kaspersky Lab’s products and services promotion held during the year;At least 2 additional sales/products certifications besides mandatory as specified in the Kaspersky Lab Partner Program.The Partner must send monthly sales forecast during the first 5 days of each month

TARGETED ATTACK PROTECTION SPECIALIZATION: KEY STATEMENTS

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Targeted Attack Protection Specialization recognizes focused partners

Specialized Partners will be required to demonstrate and maintain strong technical expertise and sales efforts

There will be a significant Specialized Partner discount for registered projects 

Significant technical and sales support will be provided to Specialized Partners

SPECIALIZATION PRODUCT LIST

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Kaspersky Anti Targeted Attack Platform

Kaspersky Private Security Network

SPECIALIZATION PARTNER REQUIREMENTS

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Kaspersky Partner Program membership  KATA Platform separate page or section on the partner’s website Certification and training:

2 sales professionals trained by Kaspersky Lab and holding a Kaspersky KATA Platform Sales Certificate

1 technical professional trained by Kaspersky Lab and holding a Kaspersky KATA Platform Implementation Certificate (KL 025.10)

1 security analyst trained by Kaspersky Lab and holding an Kaspersky security analyst course accomplishment Certificate

Provision of a KATA Platform demo stand for pilot projects Specialization Business Plan Attainment of an annual revenue threshold or evidence of a strong 

enough pipeline to achieve this within the next year

SPECIALIZATION BENEFITS

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General ‘Specialized Partner’ Logo and Certificate Dedicated Kaspersky Lab Account ManagerFinancial & Sales Protection for registered deals Exclusive ‘Specialized Partner’ discounts of up to 25% on 

Specialization Products  for all registered projects Qualified sales leads from Kaspersky Lab Sales kits for Specialization Products  Full sales process support from your Kaspersky Lab Accounts 

ManagerMarketing Access to marketing budget pool for Specialized Product related 

activities Specialized Product marketing materials

SPECIALIZATION BENEFITS

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Expert support Kaspersky Lab pre‐sales support Kaspersky Lab implementation support Specific targeted attack analytics covering the partner’s region Partner NFR licenses for demos and pilots of Specialization 

Products Access to beta versions of Specialization Products Use of the Kaspersky Lab cloud demo stand for Specialization 

Product customer demonstrations

Rest of Latin America

NEW SALES REQUIREMENTS IN THE PARTNER PROGRAM

$ 175,000 $ 115,000 $ 25,000 1 deal

* Sales targets in the Partner Program are to achieve the level status. Platinum and Gold Partners have individual sales targets

Mexico(in local currency)

2016 is a transition periodAll partners who don’t meet new sales requirements but meet old

sales requirements will keep their partnership status

$ 3,000,000 $ 1,900,000 $ 400,000 1 deal

How you can earn with Kaspersky Lab?

HOW YOU CAN EARN WITH KASPERSKY LAB?

Distributors Resellers

Margin

Rebates

Additional margin for competences

Deal Registration

Incentive campaigns

Marketing investment

Tools that will help you to sell

DEAL MANAGEMENT: MAKE YOUR BUSINESS PROCESS SMOOTH AND EFFECTIVE

Track you previous achievements and use as an opportunity for upsell

Protect your investments and get additional discount by registering your potential deal

Be always aware of upcoming renewals!

THE DEAL REGISTRATION PROGRAM

Up to 15%discount

Available for deals with 100+ licensed nodes

Deal registrations are valid for 90 days

Configure the report you need by changing the filters and then just download it in excel format.

HOW TO MANAGE YOUR RENEWALSBE AWARE OF UPCOMING RENEWALS NOT TO MISS YOUR REVENUE

FREE SALES TRAINING COURSES

Kaspersky Endpoint Security for Business Sales Training “How to sell more”

Kaspersky Small Office Security “How to sell to very small businesses”

Kaspersky Security for Virtualization Sales Training

Sales Training “How our new DLP functionality helps you sell to SMBs”

Big-5 competitive video series – overview of our top competitors from the perspective of both sales and marketing

Overview of the Enterprise solutions portfolio

REQUIREMENTS: SALES CERTIFICATION

Online sales training courseKaspersky Endpoint Security for Business

Sales Training "How to sell more…“

3 2 1

Number of certified specialists required for partner level

PARTNER MEMBERSHIP CERTIFICATES

Available for Partner Portal Administrator only

PARTNER LEVEL UPGRADE: HOW TO APPLY

The B2B Partner Program offers a wide range of monetary and non-monetary benefits, education opportunities and marketing support.

The higher your status the more benefits you receive!

1 sales certificate Kaspersky Endpoint Security for Business Sales Training "How to sell more…“

1 technical certificate(KL 019.10 or KL 002.10)

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2

3

Requirements:

2 sales certificates Kaspersky Endpoint Security for Business Sales Training "How to sell more…“

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2

3

Requirements:

3 sales certificates Kaspersky Endpoint Security for Business Sales Training "How to sell more…“

3 technical specialists with 4 certificates:3 x KL 002.10 or 3 x KL 202.101 x KL 302.10 (or KLE 402.10)

1

2

3

Requirements:

Partner Level upgrades are by KL invitation only

To keep Registered Partner level you should make at least 1 deal per year

Sales result (recent 12 months): Mexico, local currency: 400 000 $Rest of Latam (except Brazil), US Dollar: 25 000 $

2 technical certificates 2 x KL 002.10 or 2 x KL 202.10

Sales result (recent 12 months): Mexico, local currency: 1 900 000 $Rest of Latam (except Brazil), US Dollar: 115 000 $

Sales result (recent 12 months): Mexico, local currency: 3 000 000 $Rest of Latam (except Brazil), US Dollar: 175 000 $

IN 2016 WE PROVIDE YOU WITH EVEN BETTER CONDITIONS:

Earn more with new rebate scheme

Improve your marketing with direct marketing funds

Get higher margin for new competences

Benefit from managing your sales on Partner Portal

Meet new sales requirements and get higher Partner Level

MARKETING PROGRAM FOR RESELLERS 2016

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RESELLERS MARKETING PROGRAM IN 2016

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WHO ARE ELIGIBLE? Platinum, Gold – yes; Silver, Registered – optional;

HOW THE BUDGET IS CALCULATED?Once a year based on previous year sales results as a fixed annual

amount

HOW CAN I USE MY BUDGET?During the year using equal or unequal parts of an annul budget

based on the quarterly planning with KL channel manager;

PAYMENT, REPORT AND AUDIT

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Payment will be executed through a rebate agency or through marketing agency if there isn’t any rebate agency on the territory.

Proofs of executions (invoices, etc)

Random audit by EM HQ

FUNDS CALCULATION

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Within the framework of the Program, the marketing fund is calculated in the following way:

The budget depends on the previous year annual sales in end-user price

Reseller annual sales, $, 

end user‐price

500K+ 400‐499K 300‐399K 200‐299K 100‐199K 50‐99K 20‐49K <20K

Marketing budget 8 500 $ 6 500 $ 5 500 $ 4 500 $ 3 500 $ 2 500 $ 1 500 $ 1 000 $

EXAMPLES OF FUNDS CALCULATION

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2015 Partner sales $125 000

Example of the budget usage during the year

Annual fund is $3 500

Quarter Q1’16 Q2’16 Q3’16 Q4’16

Example 1 $1 000 $800 $700 $1 000

Example 2 0 $3 500 0 0

PROCEDURE FOR ASSIGNING THE MARKETING FUND

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A partner accepts public offer on the Partner Portal before the first activity with Kaspersky Lab

A mandatory condition for receiving the marketing fund is the provision of a quarterly Marketing plan* with the Kaspersky Lab Local Office

ELIGIBLE ACTIVITIES

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Kaspersky Lab supports the following activities: Events for end users;

Participation in exhibitions and industrial events;

Incentives for end-usersAny other activities as materials production, email blasts, entertainment on the events are supported within the events preparation

APPROVAL PROCESS

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Channel managers discuss marketing plans with key partners every quarter

Partner provides a marketing plan to the Local KL channel manager Partner provides a marketing plan to the Local KL channel manager

Kaspersky Lab approves/rejects plans and transfer the budget to the

partners' account

Kaspersky Lab approves/rejects plans and transfer the budget to the

partners' account

Partners start any activity after the final approval from

Kaspersky Lab

Partners start any activity after the final approval from

Kaspersky Lab

HOW TO GET THE BUDGET VIA THE AGENCY

Reseller logs in to the Partner Portal in the section Marketing Program

Reseller logs in to the Partner Portal in the section Marketing Program

Reseller accepts the Public Offer (once!)Reseller accepts the Public Offer (once!)

Reseller receives the pin-notification from Vistex, follows the link on the portal

and provides its bank details

Reseller receives the pin-notification from Vistex, follows the link on the portal

and provides its bank details

HOW TO GET THE BUDGET VIA A DISTRIBUTOR

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Reseller logs in to the Partner Portal in the section Marketing

Program

Reseller logs in to the Partner Portal in the section Marketing

Program

Reseller accepts the Public Offer on the Partner Portal

(once)

Reseller accepts the Public Offer on the Partner Portal

(once)

KL informs a distributor about the approaching fund

transferring

KL informs a distributor about the approaching fund

transferring

Distributor issues an invoice to KL

Distributor issues an invoice to KL

KL issues a CN to a distributor or makes a payment via wire-

transfer

KL issues a CN to a distributor or makes a payment via wire-

transfer

REPORTING PROCESS

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Audit by Marketing Local The Partner is obliged to retain the

reporting documents in accordance with the check-list*

Kaspersky Lab has the right to request the reporting documents at any time during the calendar year and for the subsequent 4 (four) calendar years after its completion.

*Check-list can be downloaded from the Partner Portal in the Marketing section.

PAYMENT SCHEDULE

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Payment will be executed through the agency Vistex or distributor if the agency doesn’t work on your territory.

Calendar of the budget transferring:

Quarter Timing1st quarter March 15-312nd quarter Apr 15 -303rd quarter Jul 15-314th quarter Oct 15-31

SUMMARY: PROCESS OF THE MARKETING PROGRAM EXECUTION

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Plan

Approval

Funds transferring

Activities execution

Random audit

20th of last month

By 1st of first months of the quarter

By 15th of first Transferring month of the quarter

During a quarter

During a quarter

MARKETING SUPPORT FOR DISTRIBUTORS

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KEY POINTS

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Each distributor has the right to request marketing budget from KL TO;

Each distributor is required to provide KL TO with a quarterly or half year marketing plan;

KL TO decides upon reasonability of holding a certain activity and the amount of the marketing support every distributor needs;

Reimbursement is to be made after the activity is done and the proving documents are given.

LIST OF ELIGIBLE ACTIVITIES AND TIMING

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Events for resellers (seminars, conferences and other similar activities dedicated for the channel development)

Incentives for resellers Telemarketing campaigns

Planning dates: no late than the 20th date of the last month of the current quarterReporting dates: within 30 working days after the end of the quarter in which the activity was heldReimbursement dates: during 30 days after the proving documents are given.

LIST OF ACTIVITIES:

TIMING:

APPROVAL PROCESS AND PAYMENTFOR DISTRIBUTORS

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Distributor provides KL TO with a quarterly

marketing plan

KL TO approves/ rejects the marketing

plan

When the marketing plan is approved,

Distributor executes the activities

Activities have been executed

Distributor provides KL TO with a report

KL reimburses expenses to a Distributor*

Payment

* If the level of bad debts is over 10% of the amount of current debt, KL is entitle to issue a credit-note

Planning

KASPERSKY LAB ON THE LINE

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PARTNER PORTAL

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Find everything you need to boost your sales!

REGULAR NEWSLETTER

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What is inside:message to the channel from Kaspersky Lab office;

B2B products news;

training calendar;

all about incentive programs;

upcoming events;

Kaspersky Lab’s global news;

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Subscribe in ‘My profile’

on the Partner Portal

REGULAR NEWSLETTER

LET'S TALK?