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Partnering with Wick Hill and Kaspersky

Partnering with Wick Hill and Kaspersky. 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. Wick Hill & Kaspersky – Easy to do business with…. Becoming a Partner

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Partnering with Wick Hill and Kaspersky

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  1. Partnering with Wick Hill and Kaspersky

  2. 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

  3. Wick Hill & Kaspersky – Easy to do business with… • Becoming a Partner • Sales Specialist Training • Technical Training – ATC • Deal Registration

  4. Becoming a Partner • Easy as 1-2-3 • Fill out partner form • Start selling Kaspersky • Register your Deals • Three Levels of Partner • Accredited • Certified • Enterprise

  5. Sales Specialist Training • Enabling your sales team • Everything they need to get started • Run Monthly as a Webex • Exam at the end • Use of Logo

  6. 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

  7. 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

  8. Tools for Success – supporting your business… • Technical WebEx's • Sales Support/Tools • Marketing Support • Renewals • Dedicated Team • Technical Support • Incentives

  9. 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

  10. Sales Support/Tools • Quoting • Qualification • Upsell • Kaspersky end user sales team • Data Sheets • Competitive Information • Pre Sales Technical • Call out days • Sales Training

  11. Marketing Support • Dedicated Marketing Team • Award Winning • E-shots • Seminars • Advice/Planning

  12. 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

  13. Dedicated Team • Wick Hill • David Phillips – Business Development Manager • Wendy Hassard – Product Specialist • Laura Beeston – Product Specialist • Claire Barnes – Renewals • Account Managers • Technical Engineers

  14. 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

  15. Technical Support • 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

  16. 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.

  17. Promotions • 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

  18. THANK YOU

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