Symantec continues to focus on partner enablement and expertise, rolling out its fourth specialisation in the area of archiving and eDiscovery.
The archive and eDiscovery component is one of nine specialisations aimed at pumping up partner competence in key solution areas. In the Asia-Pacific region, the company has already rolled out specialisations in endpoint management, data loss prevention, and SMB.
Coming into effect at the end of the year, the new specialisation program - part of the enhanced Symantec Partner Program (SPP) - will see resellers get access to sales and technical resources, financial incentives, including promotions and rebates.
Symantec’s regional vice-president for channels and SMB, David Dzienciol, said the company recognises the need for partners to become specialist providers.
“The days of Symantec having a focus just on signing up and recruiting more partners on a volume perspective are changing – we need to focus now on quality partners, ones that invest in enablement, accreditation and seek rewards,” he told ARN.
“We’re moving our focus from volume-based to value-based,” he said, stressing each specialisation category is not just about product, but about partner skill sets and the ability to deliver more value to customers.
Partners have until the end of 2010 to achieve specialisation by way of sales and technical accreditations, Symantec enterprise partner director, Jeff Arndt said. He reiterated the vendor was recognising proven expertise and previous investment.
“We’re giving partners plenty of time to become specialised and we’re recognising their previous commitments, and discovering where there are small skills gaps,” he said. “The new focus is giving us much more targeted conversations with partners around specialisations and expertise.”
Eyeing the Australian market, Dzienciol said the SMB space represents huge opportunities for the channel.
“In the SMB space, you can combine security and storage into the information protection conversation. It is a very relevant information protection story,” he said.
“Security and storage are key markets. When the economy is under stress or even flourishing, security is a critical theme.”
Dzienciol explained trends in mobility along with office convergence (the blurring of personal and work life) are driving the uptake of a complete information protection solution.
“The evidence is clear – having a security infrastructure and backup information in isolation is not a complete information protection solution,” he said.
Dzienciol expects to see the rollout of specific incentive programs to be announced in the next 90 days.