Symantec reshapes its channel

Symantec reshapes its channel

Symantec has revised its partner programme in a push towards more service-based solutions.

The security software vendor is creating five classes of partners, which it says will better align its offerings to those of the channel and consumers.

Symantec Australia partner program manager, Stephanie Hicks, said the change would not affect existing distributors Express Data and Tech Pacific.

However, there would be some changes to its 1100-strong reseller network, particularly a group of 20-30 that were likely to gain different program classifications.

“We are not getting rid of any resellers, we are realigning the categories,” Hicks said.

Symantec is introducing new categories of partner, based on the size of the customer they are selling to rather than technical ability and security knowledge.

These are enterprise security partners, enterprise solutions partners, enterprise administration partners, enterprise sales partners and software partners. Hicks said Symantec account managers were presently briefing some resellers about how the changed status would affect the business. But for the vast majority it would be business as usual.

Under the old system, security partners had two qualified staff members and solutions partners needed one. But the new scheme will see security partners target the larger corporate market and the solutions partners aim at SMBs.

The company plans to have 10-15 enterprise security partners by the end of June, with other categories to follow. The administration partners, selling administration products, would include Powerquest and On Technologies, two companies Symantec recently took over. But details of this and the other categories had yet to be finalised in Australia.

Security practice manager for the Volante Group, Ajoy Ghosh, said it had recently been appointed as Symantec’s first enterprise security partner.

“It’s a recognition of the fact that to do security properly, there is a services or consulting component to the solution,” he said. “The bottom line is [that] it will help drive security sales.”

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