Access · management security · performance Partnering with Wick Hill and Kaspersky.
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Transcript of Access · management security · performance Partnering with Wick Hill and Kaspersky.
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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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• Becoming a Partner• Sales Specialist Training• Technical Training – ATC• Deal Registration
Wick Hill & Kaspersky – Easy to do business with…
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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
Becoming a Partner
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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
Sales Specialist Training
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• 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
Technical Training
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ce • 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
Deal Registration
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• Technical WebEx's• Sales Support/Tools• Marketing Support• Renewals• Dedicated Team• Technical Support• Incentives
Tools for Success – supporting your business…
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• 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
Technical Webex
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• Quoting• Qualification• Upsell• Kaspersky end user sales team• Data Sheets• Competitive Information• Pre Sales Technical• Call out days• Sales Training
Sales Support/Tools
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• Dedicated Marketing Team• Award Winning• E-shots• Seminars• Advice/Planning
Marketing Support
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ce • 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
Renewals
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• Wick Hill• David Phillips – Business
Development Manager• Wendy Hassard – Product
Specialist• Laura Beeston – Product Specialist• Claire Barnes – Renewals• Account Managers• Technical Engineers
Dedicated Team
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• 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
Dedicated Team
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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
Technical Support
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Exclusive Reseller Incentive:WIN a VEGAS Weekend
with Wick Hill and Kaspersky Lab
The prize includes:Flights for 24 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.
Incentives
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ce • 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
Promotions
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THANK YOU
