Case Study: Kaspersky Lab increases deal velocity and channel collaboration with RelayWare

Identifying the Right Partners to Increase Deal Velocity

Kaspersky Lab, a fast-growing global IT security vendor, needed a high-performance, scalable B2B collaboration and multi-channel communication solution to improve indirect channel management. Its existing CRM and portal tools could not support partner self-segmentation, joint business planning, training, certification, targeted communication, or seamless Salesforce.com integration, and Kaspersky wanted to launch quickly in North America.

Relayware implemented a phased partner automation solution for Kaspersky Lab, including Salesforce.com integration, a global multilingual portal, sales and marketing automation, and a custom quote tool. Relayware helped Kaspersky improve channel collaboration, partner recruitment and onboarding, training uptake, and remote coordination, with positive results cited in increased revenue and profitability through stronger partner communication and engagement.

Kaspersky

Chris Doggett

Corporate Sales