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Kaspersky Lab, the fast-growing anti-virus software provider, is planning a managed services partner strategy that will likely surface within 30 to 60 days, according to Senior VP of Corporate Sales Nancy Reynolds. Kaspersky's move is part of a larger trend: Multiple anti-virus companies -- McAfee, Panda Security, Sophos, Symantec and Trend Micro -- are polishing their managed services strategies.
Kaspersky_Lab
Kaspersky Lab, the fast-growing anti-virus software provider, is planning a managed services partner strategy that will likely surface within 30 to 60 days, according to Senior VP of Corporate Sales Nancy Reynolds. Kaspersky’s move is part of a larger trend: Multiple anti-virus companies — McAfee, Panda Security, Sophos, Symantec and Trend Micro — are polishing their managed services strategies. Here’s a sampling of where we’re heading.First, a little background on Reynolds. You may recall that she’s held prominent channel positions at Dell, Trend Micro, Palo Alto Networks and Novell. Her move from Dell to Kaspersky was announced today.
Why did Reynolds jump to Kaspersky? Our sister site, The VAR Guy, captured this FastChat video interview with Reynolds. And further below: A look at how anti-virus companies hope to cash in on SaaS and managed services.
FastChat Video
The video covers:
0:00: Intro
0:10: What attracted Reynolds to Kaspersky Lab?
0:29: What makes Kaspersky Lab unique?
0:48: What’s the state of Kaspersky Lab’s North American partner program?
1:20: Reynolds’ priorities for her first 100 days on the job
1:34: The Kaspersky Lab Partner Conference
1:45: Pushing from consumer into the SMB and enterprise space
2:05: Reynolds’ channel experience
2:28: The upcoming managed services strategy
2:56: Conclusion
Managed Services Moves
Kaspersky Lab isn’t the only anti-virus company making managed services moves. In recent months, anti-virus companies have been scrambling to sort out their managed services strategies. Among the moves worth watching…
After acquiring MX Logic on July 2009, McAfee has been working overtime to assure MX Logic partners that the company’s SaaS business model wouldn’t change. December 2009 provided some clues about its managed services strategy.
Panda Security in October 2009 partnered up with N-able to offer managed service providers a free endpoint security deal.
Sophos claims to be taking security market share and is preparing to formalize its MSP partner efforts within the next few months.
Symantec has been overhauling its Software as a Service strategy, though CEO Enrique Salem is quick to assert that SaaS will only represent about 15 percent of Symantec’s revenue within 5 years.
Trend Micro is quietly integrating its Worry Free security software with Kaseya and other managed services platforms.
Bottom line: Shrink wrap software sales are yesterday’s news. MSPs are looking for service provider licensing models that offer economies of scale. All of the companies above are planning moves. When Kaspersky Lab’s partner conference arrives in February 2010, I suspect we’ll hear more about the company’s emerging managed services strategy.
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