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Russian antivirus software developer Kaspersky Laboratories has put the final touches on new wholesaler agreements in Chile, Colombia and Paraguay aimed at driving corporate sector sales, Kaspersky's Latin America channels director, Daniel Molina, told BNamericas.
This week, Kaspersky disclosed an agreement with Chilean wholesaler Tecnoglobal, which is part of compatriot IT integrator Sonda. Molina said the deal has designs on geographic expansion and sales to SMEs, as Tecnoglobal has more than 3,000 channels nationwide.
Kaspersky also recently wrapped up similar agreements with Colombian software wholesaler Nexsys and Paraguayan company Digital.
"We used to serve the Paraguayan market remotely from Argentina, Chile or Peru. But there are needs in Paraguay," he said. "There are few channels that serve the government and the 3-4 large enterprises in Asunción, but, in the rest of Paraguay, there are a lot of small firms that serve micro SMEs."
The Russian firm relies on channel partners for 100% of Latin American sales, and also supports regional operations through offices in Argentina, Brazil and Mexico, as well as Latin America headquarters in Florida.
The new agreements come as part of plans to increase Kaspersky's Latin America endpoint security market share from 7.5% currently to 10% by 2014, the executive said.
Channel growth will also be accelerated by the partnership with US private equity investment firm General Atlantic.
The full interview with Molina can be read in this week's Information Technology Perspectives, for subscribers only.