Kaspersky Presents Roadmap at Partner Kick Off for 2025

Kaspersky held its Partner Kick Off 2025 event in León, Spain. The event focused on Kaspersky’s channel strategy for the current year, highlighting the importance of partners, the evolution of its solutions towards strategic platforms, growth in key segments such as MSP/MSSP, and a strong commitment to transparency and public-private collaboration in the fight against cybercrime.

The event also featured the participation of INCIBE, which presented the current cybersecurity incident landscape in Spain and its support services. The need to democratise cybersecurity, make it accessible to companies of all sizes, and the importance of training and talent development were emphasised.

Kaspersky Partner Kick Off 2025

Opening: León as a Cybersecurity Centre

The event has accentuated the city of León as a reference in cybersecurity in Spain, thanks to the presence of INCIBE and the Supercomputing Centre. The Mayor of León, José Antonio Diez, expressed his honour to receive Kaspersky, highlighting the evolution of the city in the technology sector: ‘Not so many years ago in León, the technology world was a sector that was not very developed at that time. Today we do so from a position of strength and privilege derived from the perfect symbiosis of public-private collaboration, appropriate training and the commitment of institutions such as INCIBE and the supercopulation centre of Castilla y León as fundamental axes of this progress of development’.

Kaspersky Legends

During his presentation of ‘Kaspersky Legends’, Oscar Suela, General Manager, reinforced this idea: ‘If we talk about cybersecurity, we can’t stop talking about Leon. It has become a reference city’. And he offered relevant data of the company harvested during the year 2024 and marked the strategic lines of action for 2025. Suela highlighted that the previous year (2024) was a very successful year, mentioning high-profile operations such as the deactivation of BreachForums, the arrest of WWH Club Members, Magnus, Cronos, Operation Synergia II, and Grandoreiro, in which Kaspersky played a leading and collaborative role.

In addition, he presented data indicating that more than 25,000 companies chose to protect their infrastructure with Kaspersky last year, exceeding the target by 10%. He pointed out an important trend: ‘74% of the customers we work with decided to renew their security with our technology’ and reported that 3-year multi-year contracts increased by more than 24%.

He also highlighted the growth in the MSP (Managed Service Provider) model by more than 46%, which leads him to state that Kaspersky is ‘evolving to strategic solutions’ with a growth of more than 26% in this area, and indicated a growth of 155% in solutions for industrial environments. As for Kaspersky’s intelligence services, based on the management of 400 million users and 25 years of experience, they aim to be accessible and actionable, and he reported a 23% increase in customers in the medical sector. Suela noted a 300% growth in requests for viral surveillance or asset modification solutions, due to the evolution of cybercrime, and highlighted an 18% growth in Technology Alliance, reflecting increased collaboration with third parties.

Other highlights of Oscar Suela’s presentation focused on the importance of the ‘Safe Family’ programme, which has been running for eight years, and the Kaspersky Academy Alliance, with agreements with more than 60 universities, which has trained more than 2,000 new talents. He also announced that the company ‘is working on a new roadmap with solutions that will be included in the catalogue in the near future’.

Finally, the General Manager of Kasperky in Iberia listed the priorities for 2025 as part of the company’s strategic line, which include democratising cybersecurity, making information and intelligence accessible, certification and regulatory compliance (mentioning the signing of the European Union’s AI pact), providing knowledge and solutions to partners, and promoting public-private collaboration against cybercrime.

INCIBE: National Cybersecurity, Incidents and Strategies

The event held by Kaspersky was attended by David Llamas, head of incidents at INCIBE-CERT, who gave a presentation entitled ‘INCIBE Initiatives, Services and Incidents’, in which he reviewed the fundamental role played by the institution in public-private collaboration, and the prevention and strengthening of cybersecurity at the national level.

During his presentation, Llamas described the two fundamental pillars of INCIBE: the 2021-2025 strategic plan and the PRTR funds (European Union’s Transformation and Resilience Plan), and detailed the three pillars of the strategic plan: Initiatives to disseminate and build cybersecurity culture, including resources for training, cooperation in events such as CyberCamp and the helpline; Initiatives for the cybersecurity industry, supporting companies, promoting innovative public procurement and talent with the Cyber Security Talent League; and the positioning of Spain as a European cybersecurity hub and the management of European funds4.

In addition, Davida Llamas presented a balance of incidents for 2024, indicating an upward trend with 16% more incidents than in 2024, and reported on the identification of more than 183,000 vulnerable systems of the most critical type, noting that 31,500 Spanish companies were affected, which is 43% more than the previous year. In addition, the incident manager mentioned that four out of every three incidents are referred to INCIBE due to the overload of the State Security Forces and Corps, and highlighted the collaboration agreement with red.es, thanks to which 2,122 fraudulent shops have been closed in Spain.

To expand on the information on cyber-attacks recorded by the institution, Lamas informed the public of more than 42,000 incidents related to malware and 3,357 incidents of digital kidnapping.

With regard to INCIBE’s capacity for action, he described INCIBE’s services, classifying them as reactive and preventive, and their adaptation to the NISS2 directive, and gave an assessment of the 017 helpline, which continues to grow and recorded an increase of almost 23% in queries, not only for incidents but also for doubts and awareness-raising issues6.

Channel Strategy 2025

José Antonio Morcillo, Head of Sales and Channel at Kaspersky United, gave a presentation entitled ‘Security, Trust, Growth’, in which he defined the company’s channel strategy for this year. Based on the phrase ‘Security is not the absence of risk, but the ability to deal with it’, he emphasised that the company has the resources, technologies and innovation capacity to deal with risks. He also stated that they are backed by more than 27 years of history and more than 5,000 highly qualified specialists, in addition to their customers, and he stated emphatically that: ‘Trust cannot be won in a day, but it can be lost in a minute’.

Regarding the Kaspersky United programme, Morcillo announced new features for 2025, such as the addition of an extra 2% for the sales side, and reported a change in the rebate payment method, which will now be computational to incentivise inertia in achieving targets. He also indicated that the ‘joint business plan’ is mandatory for certain levels of partner, looking for a commitment to a prepared business plan, and offer advice on how partners can provide managed services based on Kaspersky tools.

On the development side, he mentioned additional benefits (financial and marketing) for partners who sell products within their specialisation, and stressed the importance of partners earning money and looking for ways to make those margins, as he believes ‘a 40% margin is very important for a partner’, have increased support, and highlighted differentiation by certification, a dedicated manager and development support activities as general benefits.

In his presentation, Morcillo discussed the six specialisations available to partners, and mentioned that the MSP and MSSP business model is where they are providing the most incentives and where they see the greatest capacity for growth. Other new features of the Kaspersky United programme announced include the availability of Incident Response on the subscription side.

José Antonio Morcillo, Head of Sales and Channel at Kaspersky United, concluded with the idea that ‘for every journey it is important to choose the right companion’ and that at Kaspersky they deliver on their actions.

Presales: Present and Future

On the PreSales side, Pedro Jorge Viana, Head of PreSales, mentioned that ‘2024 has been a year of challenges’. During his presentation, Viana discussed the Expansion of services and solutions. He pointed out that 2024 saw the expansion of Kaspersky’s services, solutions and technologies, which involved a process of informing and bringing this technology closer to partners and customers through various channels such as roadshows and webinars. He also mentioned that the complexity of advanced solutions such as XDR Expert was also a reality at 2024, as were industrial protection solutions.

Regarding the company’s presence in Portugal, Viana indicated that in Portugal ‘Kaspersky experienced a significant increase in presence and work during 2024’, and thanked partners for their efforts in this territory, pointing to the maturity of solutions as a key and important point for building a roadmap of secure solutions for businesses. Regarding the Roadmap 2025, Viana said that ‘we are working on a new roadmap with different types of solutions that will be included during the fourth quarter of 2025’, in line with what Óscar Suela mentioned.

Viana pointed out how they have managed to evolve in the face of the risks associated with the different campaigns of 2024, preparing partners in Kaspersky technology to implement it quickly for their customers. In this regard, he said that increased complexity, portfolio change and solution maturity translate into business opportunities, customer compliance and a wide range of productive services6.

In his presentation, the head of pre-sales compared quantitative data from 2024 vs 2025, in which the company experienced a 122% increase in proof of concept and proof of value in 2024 with the same pre-sales team. It also noted a 131% increase in demos and a 550% increase in pre-sales support throughout the process. In terms of partner engagement, Viana underlined the commitment of the pre-sales department to partners, seeking to increase their knowledge for better quality delivery6. He acknowledged that Kaspersky is a channel company and that without partners it could not exist6.

Regarding the MSSP business model: Viana is an advocate of the MSSP business model, as ‘without partner services, Kaspersky’s tools would be just that, tools’. In this sense, he explains that Next XDR Expert is a business model in which one solution includes different products, allowing partners to turn their intelligence into a full 24×7 service by managing support directly with customers and leveraging Kaspersky’s intelligence8. As for Next Detection and Response (NDR), he mentioned that NDR was in its initial phase in 2024 but has already received interest from several partners, highlighting its ability to actively integrate with other solutions, ideal for the MSSP model. On Next Secure Data (NSD), Viana talked about the unified integration that NSD offers, improving operational efficiency and facilitating vendor-independent protection9. He announced a webinar on 2 April to explain Fortinet’s datalake integration9.

To end the ‘core of the Kaspersky Kick Off, Pedro Viana has made a review of Strategic Alliances revering Alfonso IX of Leon and Sancho I of Portugal as inspiration in history, and remembering that if you want to go far you need to have a strategy and alliances.

Conclusions of the Kaspersky Partner Kick Off 2025

The ‘Kaspersky Partner Kick Off 2025’ conveyed a message of optimism and commitment to its partner network. The company is committed to the evolution of its solutions, growth in key markets, democratisation of cybersecurity and close collaboration with the public and private sector. The incentives announced are aimed at strengthening the relationship with partners and fostering their joint growth. INCIBE’s presentation provided a clear overview of the threat landscape in Spain, underlining the importance of collaboration in the fight against cybercrime and the fundamental role of entities such as INCIBE and companies like Kaspersky in protecting the digital society.