APAC B2B PARTNER PROGRAM - INTRODUCTORY GUIDE

www.kasperskypartners.com

APAC B2B Partner Program – Introductory Guide

Welcome to our B2B Partner Program!The Kaspersky Lab APAC B2B Partner Program is specifically designed for our regional partners to grow their business and enhance profitability with our award-winning security solutions.

While customers’ worldwide trust our antimalware expertise to secure their networks, there are more offerings in form of Kaspersky Fraud Prevention, Security for Virtualization, Critical Infrastructure Protection and Intelligence Services. With our consistent efforts to develop indigenous and innovative security solutions, which can be inte-grated seamlessly without compromising on security parameters, our partners can now explore new business opportunities, in addi-tion to our cutting-edge anti-malware offering.

Kaspersky commitment As our business depends on our partners' success, we - at Kaspersky Lab - do our best to ensure our partners prosper. We are a 100% channel focused company; we do not sell directly to customers - so all business is managed and fulfilled by our channel partners.

Literally, your success is our success.

About the Partner ProgramThe B2B Partner Program is a platform for collaboration between Kaspersky Lab and our partners, offering a wide range of benefits, training, certifications, marketing support and rewards to ensure mutual growth and give you a competitive edge.

By enrolling into our Partner Program, you will have access to resources needed to develop expertise, grow business, increase customer satisfaction, and maximize profitability.

This is your opportunity to secure a competitive edge in the world’s fastest growing sector, IT Security.

Garry Kondakov, Chief Business Officer, Kaspersky Lab

Together we are stronger

Garry Kondakov, Chief Business Officer, Kaspersky Lab

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For further information, visit the Kaspersky Partner Portal: www.kasperskypartners.com

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WHY PARTNER WITH KASPERSKY LAB?With businesses facing ever-growing security threats, now’s the time to work alongside a world leader in security solutions. As a valued partner of ours, you will receive the exceptional technologies and support you need to thrive in this profitable security sector.

Our IT Security Solution is easy to deploy. One management console automatically removes existing products, then installs and updates our solutions. Once in place, your customers can then manage our solutions quickly and effortlessly from a central console. IT departments within small and medium-sized businesses often cannot proactively and efficiently control and protect their IT security infrastructure and embrace technologies like virtualization and mobile security. With Kaspersky, they can!

In turn, you will achieve Sales certification, leading to newer opportunities with mobile security, encryp-tion and systems management. Our Technical certification will equip you with skills to install, deploy and enforce a protection policy.______________________________________________________________________________

How to become a Partner?

Follow these four simple steps, and you’re set to become a partner of the largest independent security software company in the world. We look forward to welcoming you to the team.

Register at www.kasperskypartners.com

Receive your personal Reseller ID and log on to get access to Kaspersky Partner Portal as your central repository for all sales and marketing information.

Use the Kaspersky Lab Partner Portal at www.kasperskypartners.com. The portal gives you access to valuable materials such as whitepapers, brochures, training videos, and informa-tion on partner events and promotions.

You’re ready to do business with Kaspersky Lab.

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APAC B2B Partner Program – Introductory Guide

For further information, visit the Kaspersky Partner Portal: www.kasperskypartners.com

For further information, visit the Kaspersky Partner Portal: www.kasperskypartners.com

PARTNER LEVELSThe Kaspersky Partner Program rewards you with great benefits and unlimited opportunities. There are different levels to match the needs, dynamics and capabilities of our partners. Your performance and engagement with Kaspersky will determine your rewards and support, plus the opportunity to rise to the next level.

REGISTERED PARTNER The Registered Partner status is an excellent starting place for partners to begin engaging with Kaspersky Lab. Take your place as a Registered Partner and you will gain an introduction into the B2B Partner Program, and gain valuable advice and direction to grow your security business.

SILVER PARTNERBecoming a Silver Partner opens the door to a lucrative range of ben-efits, such as training, sales and marketing support. It builds a strong foundation for a good partnership with Kaspersky Lab. Kaspersky Lab will closely assist you to move to a higher status level.

GOLD PARTNERGold Partner is highly active Kaspersky Lab partner. Kaspersky Lab offers Gold Partner many additional sales and marketing benefits including, dedicated account management, proposal based promotional co-funding, company logo on Kaspersky Lab website, lead generation and protection, access to sales and marketing programs, solution training and incentives. To reflect and reward your achievements, Kaspersky Lab provides quarterly business reviews to help increase profits.

PLATINUM PARTNERThe accolade recognises your achievements and aims to steer you to even greater heights of success. That’s why we award Platinum Partner status to those that are committed to selling Kaspersky solutions; achieve revenue targets; deliver excellent customer service; and display leading technical abilities. To reflect and reward your achievements, you are entitled to all of the Kaspersky Lab Partner Program benefits, with some exclusive extras including business and funnel reviews, VIP access to some of the events and campaigns.

REGISTERED PARTNER

SILVER PARTNER

GOLD PARTNER

PLATINUM PARTNER

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APAC B2B Partner Program – Introductory Guide

BENEFITS

Internal use license for full range of Endpoint Protection, including Mobile Security Up to 200 license Up to 100 License Up to 30 license -

Internal use license for Kaspersky Lab Targeted Solutions (Email, Gateway, Sharepoint, Virtualization etc.) 80% off 65% off - -

Quarterly Target Achievement Rebate % 3% /distributor 2% / distributor 2%/ distributor -

Yearly Target Achievement Rebate % 2% / distributor 1% / distributor - -

Demo license for showroom/demo center - - -

Certificate of partnership -

Plaque of partnership Eligible - -

Access to Kaspersky Partner Portal Access to Marketing Assistance Support -

Marketing Development Fund support - - -

Promotion Scheme directly from Kaspersky Lab Sponsor for Product roadshows & events Eligible - -

Invitations to exclusive Kaspersky Lab events Eligible - -

Use of the relevant Kaspersky Lab partner status logo -

Invitation to Kaspersky Lab Partner Conference Eligible - -

Included in the Online Partner Locator Eligible -

Partner Newsletter Regional Field Marketing Manager - -

Product and Technology roadmap briefings Eligible - -

Allocated Account Manager from distributor -

Allocated ISR from Kaspersky Lab -

Joint visit by Kaspersky Lab staff to major customers Eligible - -

Sales leads -

* Deal Registration & Protection -

Kaspersky Lab Tender support Eligible

Special bid pricing -

Registered

Access to Technical Account Manager (pre and post sales) Eligible - -

Participation in beta-testing program Eligible - -

Kaspersky Training courses for sales and technical staff -

Presales Technical Support Upon Request -

Sales & Technical Training Upon Request -

Online Training & Certification Technical Solution Workshop -

Access to Kaspersky Webcast -

Platinum Gold SilverSupport and Training Benefits

Sales Benefits Platinum Gold Silver Registered

Marketing Benefits Platinum Gold Silver Registered

Business BenefitsPLATINUM PARTNER GOLD PARTNER SILVER PARTNER REGISTERED PARTNER

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* Not applicable to the open public tenders

APAC B2B Partner Program – Introductory Guide

For further information, visit the Kaspersky Partner Portal: www.kasperskypartners.com

REQUIREMENTS

Revenue achievements annually based on your purchases through distributor

USD $80,000 USD $25,000 USD $10,000 -

Pipeline submission report Monthly Quarterly - -

Business planning and review Quarterly/Annually Semi-Annually - -

Partner Level logo displayed on Partner website -

Product Champion 1 1 - -

Marketing Champion 1 1 - -

Inside Sales or Telesales Facility - -

* Dedicated Account Manager 2 1 - -

* Dedicated Presales Engineer 3 2 1 -

* Dedicated Postsales/delivery team 2 1 - -

** Certified Engineer Min 3 Min 2 At Least 1 -

Online & mail support capability 24 x 7 Working Hours Working Hours -

Attending Sales Training > 4 Sales > 3 Sales > 1 sales Eligible

Attending Technical Training > 3 Engineers > 2 Engineers > 1 engineer Eligible

*** Replaced Accredited Engineer Within 60 days Within 90 days Within 90 days -

**** Demand Generation Activity Monthly Monthly Quarterly -

Response time to customer queries 24 hours 24 hours - -

No competing products - - -

Must sell Endpoint Security Must sell Targeted Products - -

PLATINUM PARTNER GOLD PARTNER SILVER PARTNER REGISTERED PARTNER

Program Requirements

Dedicated Team Platinum Gold Silver Registered

Maintenance of Requirement Platinum Gold Silver Registered

Focus Products Platinum Gold Silver Registered

* Silver and Gold Partner are preferred to comply but not compulsory.** Certification can be obtained from Kaspersky online training and certification. *** Partner must replace the accredited engineer within the specified period. The partner will lose the status if not replaced.**** Partners demonstrate the capability of running regular sales activity such as demand-generation activities and close sales submission.

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APAC B2B Partner Program – Introductory Guide

For further information, visit the Kaspersky Partner Portal: www.kasperskypartners.com

For further information, visit the Kaspersky Partner Portal: www.kasperskypartners.com

CONTACT US

Kaspersky Lab Asia-Pacific Headquarters

Room 2502, 25/F Manhattan Place Tel: +852-3559-920023 Wang Tai Road, Kowloon Bay Fax: +852-3559-9211Kowloon, Hong Kong (GMT +8)E-mail enquiry@kasperskyasia.comWebsite www.kasperskyasia.com www.kasperskyasia.com/contactsLocal Office contact details: Australia & New Zealand, China, Hong Kong, India, Korea, Malaysia______________________________________________________________________________

Kaspersky Lab Australia and New Zealand

Level 1/82 Lorimer Street, Tel: 1300-930-655Docklands VIC 3008, Australia E-mail anz_sales@kaspersky.comWebsite www.kaspersky.com/au/ Kaspersky Lab China

12th Floor, Tower B, GeHua Building, Tel: +86-108-418-6111 / +86-400-611-66331# Qing Long Bystreet, Dongcheng District, Fax: +86-108-418-6222Beijing 100007, ChinaE-mail klc@kaspersky.com.cnWebsite www.kaspersky.com.cn

N-305, North Tower, Software Building, Tel: +86-22-6621-12214th Avenue 80#, Tianjin Economic-Technological Fax: +86-22-6621-1223Development Area, 300457, China

Room 201, 202 & 210, Block 8, KIC Plaza, Tel: +86-21-6056-7999398 Songhu Road, Yangpu District, Fax: +86-21-6056-7900Shanghai 200433, ChinaKaspersky Lab India

Office No 801 & 808, 8th Floor, Tel: +91-22-6199-2525Platinum Techno Park, Plot No 17 & 18, Fax: +91-22-6199-2526 Sector 30A, Vashi, Navi Mumbai, India- 400 705 E-mail india-sales@kaspersky.comWebsite www.kaspersky.co.in

Kaspersky Lab Korea

5th Floor, Sun Tower, 890-30, Tel: +82-2-6207-7216Daechi-dong, Gangnam-gu, Seoul, Korea (135-839) Fax: +82-2-6207-7217 E-mail sales@kaspersky.co.krWebsite www.kaspersky.co.kr Kaspersky Lab Malaysia

Level 11-02, Block A, PJ8, No 23 Jalan Barat, Tel: +603-7962-6788Seksyen 8, 46350 Petaling Jaya Fax: +603-7962-5999 Selangor Darul Ehsan, Malaysia E-mail sales@kaspersky.com.myWebsite www.kaspersky.com.my

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