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Symantec to change channels

Symantec to change channels

Symantec is to conduct a widespread review of its local channel following the completion of its Veritas acquisition.

Newly promoted vice-president of channels for Asia-Pacific and Japan, John Donovan, said consolidation would be the primary focus. The two organisations currently boasted thousands of resellers and more than 100 distributors across the region.

But Donovan moved to reassure local partners and talked up opportunities for both product sets.

"We will look at every aspect of the channel and there are some historical relationships that may no longer make sense," he said. "But the over-riding consideration is to do no harm."

The local mix of distributors was unlikely to change, Donovan said. Instead, a renewed focus on reseller-aimed services was ahead. This would include new programs around education, training and accreditation, he said.

"Express Data, Ingram Micro and ACA Pacific are common to both companies in Australia so there is little in the way of consolidation to be made," Donovan said.

"Instead, there will be bundling opportunities and more focus on pre-sales and solutions architecture."

Symantec Australia vice-president, David Sykes, highlighted email integrity as a major opportunity.

"We have already made investments in the infrastructure management area and there are certainly further opportunities there," he said. Looking to leverage its consumer-focused distribution network, Symantec would also aim to bring a number of Veritas products downstream, Sykes said.

Donovan estimated Veritas had been doing less than 10 per cent of its business direct prior to the merger and said Symantec had largely restricted direct business to the services and ISV side.

"I believe in the merits of two-tier distribution and will be promoting it where possible," he said.


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