Veritas purchase triggers partner cross-selling boom

Veritas purchase triggers partner cross-selling boom

Symantec's acquisition of storage vendor, Veritas, last year has resulted in a cross-selling security and storage boom for local partners, according to the vendor's director of channel sales, David Blackman.

The last quarter saw $US10 million in deals registered on Symantec's partner network in A/NZ, an incremental increase of 70 percent on the previous quarter.

"That's business we wouldn't have touched before the acquisition," he said. "We are doing more deals, we are doing larger deals and we are doing deals combining security and availability."

Partners already receive a rebate for registering sales opportunities on Symantec's Partner Net but the incentives will be sweetened further next quarter, though Blackman did not elaborate with details.

However, its partner focus was on getting traditional Symantec and Veritas partners to branch out into the broader arena of converged security and storage. Since the acquisition, Symantec has combined its partner program and Veritas' channel initiatives into one, ranking partners as either platinum, gold, silver or registered.

Blackman said the key to the new program was to facilitate cross-selling opportunities.

"Email is a business critical application today. Most companies store their knowledge base in their email systems and they need to be able to retrieve it and protect it," he said.

The imminent integration of Symantec's LiveState Recovery and Veritas' Backup Exec System Recovery solutions would further enhance the opportunities in the converged security and storage market, Blackman said.

Not only were there more sales opportunities since the merger of the two channels, but more product was also being sold through the channel.

"The number of resellers increases slightly each quarter but the focus is on getting existing partners to sell more products," Blackman said.

With a large percentage of potential partners already on board, any increase in the number of channel partners would come from poaching competitors' partners, he said.

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