Discover how business partners can scale their operations, strengthen customer loyalty, and transition to usage-based financial models, all backed by the comprehensive ecosystem of a leading value-added distributor.
The corporate cybersecurity landscape has changed dramatically, and with it, the way organizations consume technology. Companies are no longer looking to simply purchase software; they increasingly demand providers capable of comprehensively managing their solutions and protecting them against ever-more sophisticated threats. To address this need, Licencias Online and Kaspersky are strengthening their strategic alliance by inviting their channel partners to migrate to the Managed Service Provider (MSP) model—an evolution that promises recurring revenue, scalability, and comprehensive support.
During a recent webinar focused on channel growth, Gabriela Hidalgo, Kaspersky Product Manager at Licencias Online for Peru, and Carlos Chumo, Kaspersky MSP Consultant for the SoLA region, outlined the various benefits of joining the Kaspersky Managed Program. “This initiative enables partners to expand their managed services portfolio and generate new opportunities in a market that is highly focused on cybersecurity,” Hidalgo emphasized at the beginning of the event.
The Current Landscape: A Challenging Market and New Demands
The traditional software licensing model (sold on one-, two-, or three-year terms) often results in unpredictable revenue, constant pricing pressure, and a strong dependence on periodic renewals. However, today’s cyber threat environment requires a much more dynamic approach.
Chumo noted that trends such as remote work have created significant security gaps, rendering traditional perimeter firewalls increasingly ineffective. Furthermore, the rise of Ransomware-as-a-Service (RaaS) has democratized cybercrime, allowing criminals to rent malicious code online. The impact on small and medium-sized businesses is alarming: 60% of companies in this segment experience ransomware attacks, which can halt operations for one to three days and cost affected organizations between $8,000 and $25,000 per day of downtime.
Given that 70% of these attacks successfully evade traditional antivirus solutions, the shift toward Endpoint Detection and Response (EDR) tools and subscription-based licensing has become essential. Customers now prefer to replace capital expenditures (CAPEX) with operational expenditures (OPEX), purchasing monthly cybersecurity services managed by specialists. “Fewer one-off sales will lead to more recurring revenue, greater value for your customers, and stronger business growth,” Chumo stated.
The Kaspersky Managed Program: Exclusive Tiers and Benefits
The Kaspersky Managed Program has been carefully designed to help partners scale their MSP operations with highly flexible tools. By joining the program, partners can transform their business into a more profitable and differentiated offering, benefiting from agile licensing where they only pay for what they consume.
To facilitate onboarding and growth, the program is divided into three membership levels:
- MSP: The entry-level tier, aimed at partners selling essential services. The only requirement is completing a free onboarding course that takes approximately 30 to 40 minutes on Kaspersky’s United platform.
- MSP Advanced: Designed for more mature partners with an annual subscription sales threshold of $25,000. It requires both sales and technical certifications.
- MSSP: The highest level, intended for partners handling advanced products, generating more than $200,000 in annual sales, and operating an exclusive in-house Security Operations Center (SOC).
Among the program’s key differentiators is its flexible scalability, which allows MSPs to increase or decrease the number of licensed nodes on a monthly basis without penalties. In addition, partners gain access to a centralized ecosystem where they can manage multiple customers through automated processes.
As they advance through the tiers, partners unlock additional commercial and technical benefits, including progressively improved pricing, second-level technical support, five premium support cases per year, co-marketing funds, 9% rebates, and advanced services such as Incident Response and Solution Advisory.
Licencias Online’s Key Role: An Extension of the Vendor
Transitioning to a managed services model may seem operationally challenging, but Licencias Online positions itself as the ideal ally to facilitate this journey. As a value-added distributor throughout the region, LOL provides comprehensive support at both the commercial and pre-sales levels.
“We are an extension of the vendor,” Hidalgo emphasized. “We focus 100% on commercial and pre-sales support. Partners can rely on us for customer visits, sending information to their databases, or coordinating technical demonstrations.”
To accomplish this, Licencias Online maintains a strong team composed of regional Product Managers, Sales Specialists, and pre-sales experts distributed across Argentina, Uruguay, Bolivia, Chile, Ecuador, Colombia, Central America, and Peru.
This specialized support is essential for reseller partners to confidently become the primary point of contact (Level 1 support) for their customers, while leveraging Kaspersky and LOL for specialized Level 2 support. As a result, technology partners do more than sell licenses—they add substantial consultative value by offering services such as IT infrastructure management, continuous monitoring, and ongoing help desk support.
Promotions and Incentives to Accelerate the Transition
To further encourage adoption of the managed services model, Licencias Online and Kaspersky have launched an ambitious incentive campaign running through June 30 of this year. For every MSP subscription licensing order (Successive or Successive Cloud SKUs for the SMB segment with up to 999 nodes), partners will receive promotional gift cards.
Rewards vary according to sales volume: transactions between $100 and $300 earn a $50 gift card, while deals exceeding $5,000 reward the partner with a $300 gift card. Hidalgo highlighted that this initiative is unprecedented for the brand in the region and applies exclusively to partners in Argentina, Bolivia, Chile, Ecuador, Paraguay, Peru, and Uruguay.
The Next Step in the IT Ecosystem
The evolution of the market leaves little room for doubt: today’s customers require scalable and highly reliable cybersecurity services. The managed services model is the only viable path toward building more profitable and sustainable cybersecurity businesses in an environment characterized by increasingly complex and inconsistent revenue streams.
Making the transition to Kaspersky’s MSP model alongside Licencias Online means adding industry-leading solutions, diversifying company revenue, and ensuring advanced protection for end customers. For partners interested in beginning this promising journey, Licencias Online’s regional team is available to assist with registration on the United portal, provide guidance on pricing through the CORM platform, and develop long-term joint business plans.
More than ever, success is no longer about simply adding a cybersecurity tool to a product catalog—it is about working with true strategic partners who enable continuous, sustainable, and recurring growth.
