Panda Security Transitioning Direct Deals to Channel Partners
Panda Security — a 20-year-old anti-virus company — wants to make a run at the U.S. market. To do so, the company has launched a so-called Win-Win program that allows successful channel partners to take over Panda Security’s existing direct sales engagements. Here’s the scoop.
Historically, Panda sold direct and indirect. “That’s not good,” concedes Rick Carlson, president of Panda Security USA. “We’re moving toward a 100-percent channel strategy. For every new deal a partner brings on, Panda will also turn over one [existing] direct deal to that partner.” The Win-Win effort will continue until Panda runs out of direct accounts, Carlson adds.
Panda has about 40 percent market share in Spain, Carlson says. But the company is just starting to get serious about the U.S. market. The effort included hiring Carlson and Keith Lubner (VP of channels). By October 2009, Panda scored an endpoint security deal with N-able — the remote monitoring and management (RMM) software company that serves thousands of MSPs. N-able CEO Gavin Garbutt has been promoting an endpoint security push ever since inking the Panda relationship.
Still, Panda is working on a range of integration projects. Carlson notes that Panda has written code that allows Panda’s software to report into Kaseya‘s RMM platform.
At the same time, Panda wants to emphasize its own management software and licensing models. For instance, Panda allows VARs and MSPs to purchase volume licenses, and then apply those licenses across multiple end-customer settings. Panda also has a dashboard to help MSPs and VARs manage multiple customers from a single window.
From where The VAR Guy sits, Panda’s approach sounds similar to Trend Micro’s Worry Free licensing and dashboard efforts. Our resident blogger needs to check in with additional security companies to see if their licensing models allow VARs to easily support multiple customers.
Panda’s U.S. push comes amid fierce competition. In addition to established players like Symantec, McAfee and Trend Micro, upstarts like Kaspersky and Sophos have been making noise in various security market segments.
Can Panda find some elbow room in the U.S. market? The VAR Guy will be watching and listening for clues.