Uruguay, Colombia, Chile are next on Eset's retail hit list

Tuesday, February 8, 2011

Czech antivirus and security software developer Eset intends to make a big push in Uruguay, Colombia and Chile to sell its products through the retail channel, Eset's Latin American sales and marketing manager, Jerónimo Varela, told BNamericas.

Within Latin America, Eset has a long-standing retail presence in countries such as Mexico and Peru, while operations have been up and running in Argentina and Brazil since late last year.

"The remaining countries where we need strong development are Chile and Uruguay," he said. "In other countries, we will be expanding this strategy."

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In Colombia, Eset has been stepping up efforts to "target the residential segment through the retail market."

"We hope that, during February, we can formalize a product launch for that segment," the executive said.

BNamericas reported last year that the company was putting the final touches on entering the Chilean retail market, but Varela said those plans have not panned out yet.

"Last year, we engaged in some dialogue. Our distributor, Elsan Consultores, had conversations with a wholesaler and also some stores," he said. "I hope that, during the first or second quarter of the year, we can be present in that market, too."

Eset expects overall Latin American revenues to advance 45% this year, after growth fell just under 50% in 2010.

Varela said Eset expects the most significant sales increases to come from countries where the firm has its smallest market share. This means growth will be faster in Brazil - where Eset controls 3-4% of the software security market, according to internal estimations - in comparison to countries such as Peru - where the firm has locked up 15% of the market.

Eset has its Latin America headquarters in Argentina, as well as a regional partner network. The company's largest markets in terms of sales are Mexico, Brazil, Argentina, Peru and Colombia.

Varela said there are no plans to open offices in the foreseeable future, but noted that the firm continues to look to add new partners.