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Symantec's new licensing model reduces fuss

Symantec's new licensing model reduces fuss

Symantec has revamped its licensing model, bringing all products under one consistent purchasing structure so partners find it easier to understand and can realise benefits.

After a flurry of acquisition over the last 12 months, the largest being Accent, the developer had several product lines operating under different purchasing mechanisms.

"Partners now have access to a consistent streamlined pricing structure which incorporates the full breadth of Symantec's product range," says Danielle Errera, channel operations director for Symantec.

The new program has two categories - the Value Program, which allows one-off purchases with no further commitments, and the Elite Program which will replace the Global License Program and operates on a contractual basis.

Symantec says it will offer cost benefits on both programs to resellers who push maintenance and upgrade insurance to customers.

Some products in the Symantec line up can only be accessed by Elite Partners due to the complexity of the applications. Errera says it is important for brand security that partners prove their integration ability on these high-level products.

The Elite Program is split into two elements which are sold through a group of authorised resellers - Forecast or Commit. Forecast is a two-year contract which gives customers the price benefit up-front for the whole term while requiring only 25 per cent of the cost initially. The customer forecasts the number of licenses it will require over the period of the contract and Symantec has checkpoints along the way to ensure that is on track to fulfil that quota.

The Commit Program works on a similar type of forecasting, however the customer pays the full fee up-front thus securing a better price break. Customers must spend a minimum of $140,000, including support, to partake in the Commit or Forecast programs.

Meanwhile, Symantec has relaxed licensing conditions on global accounts, allowing licenses to be signed at a regional level rather than having to get approval from headquarters as was previously required. Errera says this gives resellers more opportunities to sign global accounts.


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