Kaspersky is one of the leading cybersecurity solutions provider and serving the Indian organizations with its cutting-edge security solutions. Kaspersky leverages the new evolving technologies to develop the best solutions for empowering the organizations against any cyber threats. The channel partners have played an instrumental role in the success of Kaspersky in Indian market. Dipesh Kaura, General Manager, Kaspersky (South Asia) shared details about their growth, industry scenario, targets and much more for DT Year Book.
DT: Please share Overall Performance in Year 2022
Dipesh: Kaspersky produced consistent revenue growth in 2021, increasing its Global unaudited IFRS revenue to a total of $752 million, representing a 6.5 per cent YOY increase. We showed promising achievements in preserving user privacy and assisting businesses in reducing cybersecurity risks during a year full of pandemic-related challenges. In 2022, digital Security in B2B segment remains a top business priority for Kaspersky, comparable only to the necessity to build robust security infrastructures in the face of growing cyber-attacks. This trend creates new opportunities for Kaspersky and the larger channel community to offer agile, innovative solutions and enhance customer value.
DT: Please share target revenue or growth target to achieve by end of 2022-23.
Dipesh: Kaspersky is very bullish owing to factors such as the growing preference for the bring-your-own-device (BYOD) policy at workplaces, the surging need for digitisation, and shifting toward a multi-cloud environment, and the rising demand for data protection. The factors driving market growth come from the awareness. Due to these factors, BFSI, retail, IT & telecom, healthcare, and other organisations will focus on adopting advanced cyber security solutions to safeguard themselves from targeted cyberattacks in 2022. The most incredible growth will be in the enterprise security market's endpoint and mobile security segments. There is also an increased focus on cybercrime by the governments in the form of new cyber security laws.
DT: What features/vision make your brand better than others?
Dipesh: For almost 25 years, Kaspersky has been delivering the best security solutions to customers in quest of its mission to safeguard the world from cybercrime. The heart of Kaspersky is the Global Research & Analysis Team (GReAT), which focuses on identifying APTs, cyber-espionage activities, significant malware, ransomware, and emerging global trends in cybercrime. We offer modern products and technologies, cloud services and world-leading threat intelligence systems. Kaspersky has steadily and notably strengthened its position in the enterprise security market by delivering efficient endpoint protection suites and targeted security solutions. Providing solutions to customer needs has driven Kaspersky's market share gains.
DT: How do you take care of channel margins & profitability?
Dipesh: Kaspersky is channel-centric and has outlined critical possibilities for increased partner profitability in the year ahead in response to advanced security threats across the region. Kaspersky has launched its unified channel partner program "Kaspersky United" on a global scale. The program provides monetary rewards, including upfront discounts, rebates on target achievement, and proposal-based marketing development funds. Our channel partners can increase profitability levels through expanding capabilities across security, obtaining certifications and establishing dedicated practices. We promote our channel partners to position themselves as strategic advisors to their customers. Partners can also extract value by targeting the expanding IoT market.
DT: Please share few sales tips for channel community.
Dipesh: We encourage them to invest in training and sales support to get off the ground and become self-sufficient as quickly as possible. We would suggest partners have separate sales and channel roles. To help the channel work effectively as a vendor, we design situations where partners find opportunities to develop and provide customers with the best solutions and services. Vendors must have deal registration programs and incumbency protection programs to protect the investments made on our customers.