Nowadays, cybersecurity has become a paramount concern for organizations of all sizes and industries.
As cyber threats continue to evolve in complexity and sophistication, businesses are increasingly turning “to cybersecurity vendors for innovative solutions to safeguard their sensitive data.”
However, in the ever-changing world of cybersecurity, “no single vendor can tackle these challenges alone.”
That’s where strategic partnerships come into play. Following its recent Global Partner Conference in Budapest, Kaspersky unveils insights “into partnerships in cybersecurity from the partners themselves.”
Cybersecurity partners play a crucial role in “the cybersecurity ecosystem.”
By partnering, global vendors have “the opportunity to share their expertise, educate clients on cyber hygiene, and protect their businesses worldwide.”
Thus, customers in all corners of the world “can leverage vendors’ expertise and resources through their partner networks to enhance their cybersecurity posture and better protect against evolving threats.”
When it comes to the benefits for partners, it’s better “for the partners themselves to explain. In April, the Global Partner Conference was held in Budapest, Hungary, and was attended by 100 of Kaspersky’s partners from more than 40 countries.”
This is what Sebastián Rebollar, CEO at Quick Supplies in Argentina, had to say:
“For us, the key to a successful partnership lies in close collaboration and alignment with the vendor’s market strategy. Understanding the vendor’s objectives enables us to take precise and effective action, fostering successful business development. Kaspersky’s program empowers us to enhance knowledge levels in both our IT and sales teams, leading to more informed proposals for cybersecurity solutions.”
Carlos Araújo López, CIO & CISO at Grupo Sermicro in Spain, added:
“Kaspersky’s partner program is a true win-win proposition, providing us with the best technology and comprehensive support to generate business. Sermicro receives resources and training to effectively engage with customers, educate them about cybersecurity threats, and promote Kaspersky’s solutions. Both Sermicro and Kaspersky recognize the importance of transparency in managing the opportunities that arise from new projects. This transparency fosters trust, open communication, and aligned goals, ensuring that both parties work together effectively to achieve success.”
Insight #2: A tailored approach to each partner is essential for successful cooperation.
Resellers, distributors, system integrators, VARs, MSPs, MSSPs and other partners serve as trusted advisors and valuable allies in “the fight against cyber threats.”
When the number of partners grows, the complex partnership structure “requires a more tailored approach covering the needs and expectations of each type of partner.”‘
Hence, every global cybersecurity vendor should “consider molding their partner programs to fit partners’ business models.”
For example, Kaspersky made “an update like this in its United partner program at the beginning of 2024.”
With this improvement, four separate business model focused streams became available for those selling, deploying, and providing managed services, or “building solutions with the vendor’s products.”
Support and strategy specialized for regional features “are also a contribution to a comprehensive tailored approach.”
Every decision-maker knows: if you maintain a global presence for your company, you must always “customize its business strategy for every region according to local needs and situations.”
Carlos Araújo López, CIO & CISO at Grupo Sermicro, said:
“When adopting cybersecurity technology to our portfolio, we don’t just consider the vendor’s brand image and competitive product pricing, but we also look at local manufacturer support. Having a local presence for the manufacturer ensures prompt and effective support in case there are any issues or technical queries. Additionally, direct communication with international product managers allows us to convey market needs and feedback first-hand, ensuring that the technology evolves to meet the demands of our customers and effectively addresses their specific security challenges and requirements. In summary, we prioritize Kaspersky as it combines all the parameters we need in a cybersecurity partnership”