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Symantec reviews partners

Symantec reviews partners

Symantec will spend the next three months reviewing its regional distribution arrangements.

The security software vendor currently has its full suite of products distributed across Australia and New Zealand by Tech Pacific and Express Data. Both partners hope to be retained but face competition from other interested parties.

Symantec director of distribution Asia-Pacific, Danielle Errera, said the company had been calling for operation tenders in Australia, New Zealand, Singapore and Malaysia. These had now been finalised and the review process was expected to be completed by October.

In addition to Tech Pacific and Express Data, the review process will consider ACA Pacific, and New Zealand-based Soft Solutions.

Melbourne-based ACA Pacific has had a tough time lately — losing access to Veritas and Computer Associates products in review processes — and will be eager to add another high profile software partner to its portfolio.

ACA and Soft Solutions currently distribute the Symantec PowerQuest suite exclusively — ACA in Australia and Soft in New Zealand.

Errera refused to reveal the identity of the fifth company taking part at this stage.

The process had been brought about by dramatic changes in Symantec’s business during the past two years, according to Errera.

The acquisition of several companies — including On Technology, PowerQuest, Safeweb and, most recently, Brightmail — had been a major factor.

“We now have even more product sets and really need to look at the various segments and ask what value each distributor adds,” Errera said.

The channel had also changed, she said. Symantec’s markets now ranged from consumer and SMB at the bottom end to broad-based enterprise and high-end corporate customers.

ACA Pacific refused to comment on the review process and nobody from Tech Pacific or Express Data was available at the time of going to press.


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