Kaspersky, a renowned international Cybersecurity firm, operates under a holding company registered in the United Kingdom. Since its inception in 1997, Kaspersky has been dedicated to converting top-tier security intelligence into tangible protection, instilling confidence in customers to utilize their cutting-edge technologies for personal and business use. Over the years, Kaspersky has consistently maintained its position as a market leader, empowering consumers to embrace technology without fear of cybersecurity threats.

In a special interview with NCN magazine, Mr. Jaydeep Singh, General Manager–India at Kaspersky, delved into the brand’s mission and future visions, highlighting the significance of cybersecurity for both personal and business use. He also shed light on Kaspersky’s valued relationship with its channel partners.

Please provide an overview of the Kaspersky’s focus areas and initiatives?

At Kaspersky, we concentrate on three main areas. Firstly, we prioritize Operational Technology (OT) security, especially in industrial cybersecurity. We’ve observed increasing and sophisticated threats in OT systems, and we’re well-prepared to assist customers in safeguarding their environments. Notably, we’re the sole OEM providing support for legacy environments such as Windows 10, catering specifically to OT environment customers. Our solutions have already been successfully deployed by customers, and we’re enhancing our partners’ capabilities to deliver these solutions effectively. Additionally, we’re investing heavily in hands-on training for our partners, particularly considering that many plants are located in remote or Tier 2 and Tier 3 towns.

Secondly, we offer strategic services encompassing intelligence and forensic investigations. Even for customers not utilizing Kaspersky products, we extend assistance in assessing potential malware or threats targeting them. In worst-case scenarios, we provide prepaid services for swift response protocols, including log analysis, environment cleanup, and remedial measures.

Thirdly, we’ve launched the Kaspersky HDR (Hybrid Detection and Response) offering, integrating with existing customer products or providing our Security Information and Event Management (SIEM) solutions. We’ve observed significant interest from customers and traction for our solutions in this area. Additionally, we emphasize an awareness platform to educate both blue-collar and white-collar workers on security best practices, including phishing simulation emails.

Furthermore, we’re developing solutions around SD-WAN (Software-Defined Wide Area Network) and IoT Secure gateway, witnessing considerable interest from our customers, especially in sectors like manufacturing, banking and financial services, government, and retail.

How does Kaspersky engage with the distribution channel?

Our channel partners play a vital role as an extension of Kaspersky. We engage with them through two primary approaches. Firstly, we maintain high-touch engagement with strategic partners, involving Kaspersky managers working closely with partner teams. This engagement includes enablement, training, incentives, certifications, and providing rebates for strategic solutions. Secondly, we leverage enterprise distributors, particularly in upcountry locations, to reach Tier 2 and 3 cities. These distributors assist in disseminating information about Kaspersky products and providing training. Overall, we’ve designed a comprehensive program to support our channel partner environment.

Could you elaborate on the education programs provided to your partners?

Our partners gain access to the Kaspersky partner portal, where they can explore rebate programs, strategic products, and unique value propositions. For instance, when customers purchase Kaspersky products, they receive default features such as file and full encryption, along with basic patch management for Windows environments. We ensure visibility of these offerings to partners and provide training for implementation. Additionally, we’re developing training programs tailored for specialized products like the SIM platform and HDR solutions. We’re conducting two-day training programs in Chennai and Delhi-NCR over the next six months to further empower our partners.

What message would you like to convey to your customers and partners?

We invite individuals and businesses to engage with us in the realm of cybersecurity, emphasizing the significant benefits and returns on investment offered by our products. For partners already aligned with other OEMs, we welcome them to explore our strategic services and flexible partnership opportunities. At Kaspersky, we are committed to leveraging our partner ecosystem for mutual success.

Covered By: NCN MAGAZINE / Kaspersky

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