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Partnering with Wick Hill
and Kaspersky
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Wick Hill
• Value Added Distributor
• 35 years experience
• Focused on IT Security and
Converged Telecoms
• Offices in UK and Germany
• Started selling Kaspersky in 2004
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Wick Hill & Kaspersky – Easy
to do business with…
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Becoming a Partner
Sales Specialist Training
Technical Training – ATC
Deal Registration
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Becoming a Partner
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Easy as 1-2-3
Fill out partner form
Start selling Kaspersky
Register your Deals
Three Levels of Partner
• Accredited
• Certified
• Enterprise
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Sales Specialist Training
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Enabling your sales team
Everything they need to get started
Run Monthly as a Webex
Exam at the end
Use of Logo
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Technical Training
• Everything you need to install and
manage Kaspersky
• 3 day course – run monthly
• Held at Wick Hill dedicated training
centre
• £500 to reseller
• Reseller/end user
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Deal Registration
• Min 100 users
• Fill out online form
• Kaspersky verify with end user +
help close deal
• Deal reg lasts for 6 months
• 14% extra margin for deal under
1,000 users
• 10% extra margin for deals over
1,000 users
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Tools for Success – supporting
your business…
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Technical WebEx's
Sales Support/Tools
Marketing Support
Renewals
Dedicated Team
Technical Support
Incentives
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Technical Webex
• Useful sales enablement tool
• Usually last 1 hour
• Run by Wick Hill Sales Engineer on
your behalf
• Goes through Kaspersky from a
technical view point
• Peer to Peer technical discussion
• Answer any questions end user may
have
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Sales Support/Tools
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Quoting
Qualification
Upsell
Kaspersky end user sales team
Data Sheets
Competitive Information
Pre Sales Technical
Call out days
Sales Training
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Marketing Support
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Dedicated Marketing Team
Award Winning
E-shots
Seminars
Advice/Planning
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Renewals
• Retention an important focus
• We don’t want customer going to a
competitor
• 80%+ renewal rate
• Regular Reminders
• Wick Hill/Kaspersky Team
• Working with you
• Extra incumbency discount
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Dedicated Team
• Wick Hill
• David Phillips – Business Development
Manager
• Wendy Hassard – Product Specialist
• Laura Beeston – Product Specialist
• Claire Barnes – Renewals
• Account Managers
• Technical Engineers
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Dedicated Team
• Kaspersky
• Louisa Maskell – Distribution Account
Manager
• Sub 500 – Frank, Neil, Tom, Helen
• 500+ - Lisa, Doug (North)
• 500+ - Mellissa, Coreen (South)
• Dave Rushton – Southern CAM
• Darren Walton – Northern CAM
• Pre Sales team
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Technical Support
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Comprehensive Cover
Year of Experience
Pre and Post Sales
08:00 – 18:00 Mon-Fri
1st and 2nd line technical support
Installation
Training
Consultancy
Knowledge Transfer
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Incentives
Exclusive Reseller Incentive:
WIN a VEGAS Weekend
with Wick Hill and Kaspersky Lab
The prize includes:
Flights for 2
4 nights in a 5 Star hotel
• Every £500 of Kaspersky business spent
with Wick Hill (before Sept 30th 2011)
you get a ticket in the prize draw.
• The more you spend, the more chances
of winning you get.
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Promotions
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3 years for the price of 2, Plus 10%
SMB value packs – 10-75 users
Half day remote service
“Buy Back” or Free Months
Renewals – 2 or 3 years for
additional discount
• Full details on hand out
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THANK YOU