Security software vendor reports strong sales in Russia

07.12.2006
The Russian representation of Eset that produces antivirus and Internet security software NOD32, has announced the preliminary results of 2006.

The sales volume in Russia and the CIS has increased in 4.5 times and by the end of 2006 will have exceeded US$5 million. It is more than planned, as in the beginning of 2006 Eset intended to reach a US$3 million turnover in 2006. According to Eset's estimates the company has a 10 percent share on the Russian market of antivirus software.

'While in 2005 Eset was considered to be a beginner, in 2006 it has become a serious player on the market of antivirus software,' said Anna Aleksandrova, Eset's marketing director.

Initially the company was oriented not on big corporate customers as many rivals were, but instead focused on sales to small and midsized business, almost ignored by other antivirus developers. Still the situation in the SMB sector has changed, as more and more companies turn to licensed software. According to Dmitriy Popovich, the general manager of Eset's Representation, even 18 months ago the supply of licensed software was extremely limited in Russian regions almost lacking in small towns.

Eset created its strategy based on the gap in SMB sector and focused on partner network development. Now Eset has 130 partner companies in Russia and the CIS, most of them are regional companies. There are two distributors 1C and Mont who don't hold direct sales, distributing products only through resellers. There is also a Moscow-based company called Leta IT that sales Eset products through the vendor's website.

In 2006 Eset Moscow Desk reorganized its partner department by employing more managers and changing responsibilities. As a result every employee, instead of working with a set number of accounts, is now responsible for developing the company's business in a certain region, providing information and technical support for resellers, performing marketing campaigns.