Kaspersky to retailers: make your mark online

Security vendor urges regional retailers to embrace e-commerce

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Kaspersky to retailers: make your mark online Kuzbari says it's imperative that regional retailers across the region embrace online stores.
By  Manda Banda Published  May 23, 2012

Security vendor Kaspersky Lab Middle East, has advised regional power retailers to embrace e-commerce if they are to continue to remain relevant to the market and their end-user customers.

The vendor's call comes in the wake of recent developments in the consumer electronics (CE) channel in Europe and North America that have seen high street retailers disappear because of ‘strategic failure' to re-model their business amid competition from the Internet and supermarkets.

In the Middle East, although the CE retailing landscape is different to that of Europe and North America, power retailers are also facing increased competition from specialist online retailers in the region.

Tarek Kuzbari, managing director, Kaspersky Lab Middle East and Turkey, said in an exclusive interview with Channel Middle East, that it's imperative that retailers across the  region embrace both models [online & physical stores] as the CE market is moving in that direction. "CE customers are becoming more savvy and informed, and it is vital that retailers move with times and create presence online. Just about everything can now be bought online and we are assisting our partners to move in that direction," he said.

Kuzbari said as the IT industry is shifting more towards mobility and business models evolving, those involved in the regional channel need to have online and offline stores.

He said Kaspersky has broadened its product range giving its retail partners across the region a wide choice of security offerings. "We have continued to grow our retail business in the Middle East and we wouldn't have achieved this growth if our partners didn't support the brand," he said. "We will continue to equip our retail  channels with the sales knowledge they need to succeed in selling our security offerings in this space."

He pointed out that the company has started to help retailers to look at security software beyond the commodity tag that it carries. "We have started to educate our retail partners on holistic security solutions. With cloud security solutions beginning to gain acceptance in the market, retailers will have to understand this model for them to play a role and grow in this area," he said.

Last month, market analyst firm Canalys predicted that many more CE retailers will follow in the footsteps of Surcouf, Best Buy Europe, CompUSA and Circuit City, and disappear from high streets. The firm describe this as a result of strategic inadequacy to re-engineer their CE retail businesses.

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