Avast will be ending its direct go to market strategy next month to rely solely on partners, as it sets its sights on capturing market share in the MSP space.
Its new VP global sales, Anthony O'Mara (pictured), told CPI that his key strategy aim is for the Prague-headquartered security vendor to pivot its focus towards B2B within weeks.
"Avast wants to increase its footprint in the business world. It's very well known in the consumer part of the world and is one of the leaders there. So we want to be able to translate that leadership," he said.
O'Mara joined Avast three months ago, following a five-year tenure at Malwarebytes where he was VP EMEA.
While keen to avoid criticising his predecessors, O'Mara said that up until now there has been what he described as "channel conflict" with Avast, with partners unclear as to whether they would be undercut by the vendor's direct business.
"I think it has underserved the business community.
"Some of the things that they did in the past that maybe caused confusion to the channel, those in particular are being eliminated.
"So we're ready to bring out a new partner program."
O'Mara revealed he'd originally intended for Avast's new channel programme to be unveiled at InfoSec 2020, which has been scheduled to take place in London from 2-4 June.
However, the vendor still plans to make overtures to European partners over the coming weeks explaining exactly what Avast's new programme tiers will entail.
"We will reward partners handsomely for those who bring business to us and we will not take those deals direct, with the exception of a customer who wants to buy online with only a modest amount of seats."
Part of Avast's strategy involves hiring a flurry of channel veterans to take on key global roles.
As well as a new global channel boss, the vendor recently appointed a new head of marketing, and will be announcing a new head of product next month.
In terms of which geographies he's prioritising, O'Mara said the coronavirus pandemic has altered some of his plans.
"For example, Italy is traditionally a great mid-market type of an economy. But we might have to pause or kind of phase that slightly differently, as well every other company, I think."
However, O'Mara remains confident that as a cybersecurity firm with a relatively lower profile in the channel than many other channel-centric vendors, Avast has "a lot of headroom" for growth.
"I would say for a company of our size, with the resources we have, and also where the core tech is very, very good, we're underserving most markets," he said.
"So in the US, the UK, the Germanic speaking DACH territory, but also CEE, given where we're based, they all have a high priority for us."
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