Large corporations taking greater share of Kaspersky's sales

Thursday, February 10, 2011

Large corporations have emerged as a significant Latin American growth driver for Russian antivirus software developer Kaspersky Laboratories, the company's VP of sales for Latin America and the Caribbean, Alejandro Musgrove, told BNamericas.

Kaspersky saw its Latin America revenues increase 64% last year, with the fastest growth coming from clients with at least 500 nodes, according to the VP.

"The enterprise segment with more than 500 [nodes] has seen more than 100% growth. This has been the same across all regions," he said. "Roughly 70% of sales in 2010 were to new clients. ... The strategy will be to consolidate our current clients, but also keep on advancing with new clients."

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Accounting for 38% of the company's overall Latin American sales, Brazil represented Kaspersky's fastest-growing geography in the region. Musgrove attributed positive results in that country to the company's mature channel structure and favorable economic conditions.

Peru, Argentina and Chile also notched significant sales increases, while on the other end of the spectrum Mexico saw slower growth.

"I believe that Mexico was the regional country hardest hit by the global economic crisis," he said.

Kaspersky expects to rack up Latin American growth in excess of 60% this year, with focus areas including channel partner training; market segmentation between small, medium-sized and large corporations; and increasing retail presence in Chile and Argentina.


Kaspersky recently announced a partnership with US private equity investment firm General Atlantic, which will become the second largest shareholder of the privately held company.

The agreement will translate into more capital on a company-wide level, but Musgrove said details are still sketchy on any Latin America-specific impacts.

"Obviously the funding will help us to make necessary decisions," he said. "But, I don't think that it [the inclusion of General Atlantic] will have a specific impact on the region."

The executive noted that Kaspersky had planned on spending increases across Latin America independent of General Atlantic, pointing to a planned 35% sales force jump in Mexico as an example.

Kaspersky 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.