Kaspersky hires ex-Novell/Dell executive as its channel chief

Published: January 6th, 2010

Nancy Reynolds was named Kaspersky Lab‘s channel chief yesterday. The channel veteran was recently working for Dell as part of its Partner Direct team, led by Greg Davis, to build its channel base in the enterprise.

She will basically have the same task at the Moscow-based Internet security developer. Recently Kaspersky announced its plans to enter the enterprise space. The company has grown predominantly from consumer sales.

Reynolds told CDN

that she recognized that but was short on details since it was only day two on the job.

“I want to continue the momentum that Kaspersky has made in the marketplace. I will look at the foundation it has and try to build on it with alliance partners, SMB partners and bring on some new talent with security VARs; companies that have high sales in services and also have that technical expertise we’ll need as we sell into the enterprise space,” Reynolds said.

She does not anticipate making any changes to the Green Team channel program. Reynolds said that her team will try to evolve it similar to the way software companies rev up a new version. The goal, she added, for any channel program is to make the partners widely successful.

What Reynolds likes about the current program is the flexibility it has to adapt to any partner. “Every partner has value and different business plans, which need different resources and Green Team gives us this flexibility to grow aggressively in the channel,” Reynolds said.

In terms of priorities, Reynolds declared that growing North American sales and building out a partner eco-system for the enterprise space are Kaspersky top directives.

Kaspersky’s domestic market is no where near that of rivals Symantec or McAfee, however, Reynolds said that being an international company is a positive. “Kaspersky can adapt to various market places whether you are Canadian or French Canadian we can adapt to those needs,” she said.

Reynolds added that the Canadian market fits well into Kaspersky’s sweet spot which is customers of 50 users and up.

Kevin Krempulec, Canadian GM of Kaspersky said he was excited about Reynolds joining the team. “Having already had the opportunity to spend some time with her, her energy is contagious and her passion for and dedication to security are crystal clear. I myself am looking forward to working with her and think the Canadian channel will experience a great benefit from her strategic initiative to continue Kaspersky’s momentum and build out of our channel programs,” he said.

Channel partner acquisition will be key, but Reynolds at this point was unable to give any specific recruitment numbers.

“The channel is a big chess game and you have to be two steps ahead of your opponent. The potential is there, but how we’ll maximize it with partners we have to see. I don’t know if it will be a numbers game as in quality or if we have to add talent to that,” she said.

Reynolds thinks there is a great opportunity for security VARs to get double digit grow.

“It’s about the three ‘C’s: capacity, competence and capability and we’ll identify the gaps and fill them in, but at this point it is all up side.”

Reynolds’ channel philosophy is to have integrity, communicate and treat channel partners as an extension of the sales team.

“Do what you say you will do. Talk to as many partners as you can and invest in a few that are leading with your product.”

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