Kaspersky complements its commercial strategy with long-term ecosystem investments

PL SUBRAMANIAN (SUBBU),
HEAD OF CHANNEL FOR INDIA, KASPERSKY
“Kaspersky’s partnership strategy is anchored in a partner-first approach, aligned with the industry’s shift toward service-led and subscription-based cybersecurity models. As a channel-driven organization, we continue to strengthen our B2B ecosystem in India through strategic alliances with distributors, system integrators, and technology partners. These collaborations have significantly expanded our enterprise reach, enabling us to deliver scalable cybersecurity solutions and support customers in navigating an increasingly complex threat landscape.

At the same time, the role of partners is evolving rapidly, from traditional resellers to trusted advisors and transformation leaders. To support this shift, we have enhanced our partner program with structured incentives, including rebates aligned to subscription-based licensing models, along with Solution Advisory Services and pre-sales support. This enables partners to build recurring revenue streams while improving customer retention and long-term profitability.

LONG-TERM GROWTH PROSPECTS

At Kaspersky, we complement our commercial strategy with long-term ecosystem investments that strengthen partner growth and differentiation. We continue to empower partners through technical training, sales certifications, and co-marketing initiatives, while also driving cybersecurity awareness to create new demand. We bring together training, advisory, and ongoing operational support to build a resilient and high-performing partner ecosystem. Through our partner portal, we offer on-demand access to technical resources, deployment guidance, and sales enablement tools. We are also strengthening our on-ground presence and partner engagement in emerging markets. We have been expanding our channel sales teams across Tier 2 and Tier 3 cities to work more closely with partners and customers, ensuring faster response times and stronger support.”