Symantec is taking a broad approach to mobile market leadership by providing ubiquitous and non-specific support to devices.
Symantec Pacific region vice-president and managing director, Craig Scroggie, told delegates to its Partner Engage 2011 conference in Port Douglas, Queensland, that nobody really knew what the technology leader will be, and what is popular today may not be tomorrow.
In his keynote, Power Your Business, focused on the security vendor’s growth strategy for the year through employee, customer and partner engagement, as well as financial performance
The five core areas identified by Scroggie that are currently shaping Symatec’s business included the mobile, social, and cloud space, as well as the growing volumes of information being generated and growing levels of threat to data.
In the mobile space, Scroggie highlighted how technologies such as Google Wallet and mobile payment applications are changing the way information is stored on mobile devices, and in the process creating new opportunities and threats for businesses and consumers.
Symantec aims to address the mobile workforce challenge through offerings that allow mobile device management, network and device access control, encryption and data loss prevention, and identity certificates and one time passwords.
Bad experience warning
With millions of Facebook and Twitter users in Australia, Scroggie warned that one bad experience for a customer is enough for a company’s brand to be affected via the social media space, and offerings such as Enterprise Vault and Data Insight are designed to help businesses control their flow of information.
“Whether you like it or not, people will talk about your company online,” Scroggie said.
“The question is whether you will have a role in how and what is being said.”
With companies such as Apple heavily investing in their own cloud offering, iCloud, and the NBN being rolled out in Australia, Symantec is already heavily invested in the cloud and expects to see further opportunities and growth in this sector.
Symantec aims to enable the cloud through its own .cloud offering, as well as storage foundation and cluster services.
The explosion of information has also brought the struggle to manage it, as well as the ever increasing need for constant uptime and the importance of backing up, issues that came up during the floods in Queensland at the beginning of the year.
Scroggie also highlighted how different the threat landscape is now, with the security vendor creating 25,000 signatures a day in 2009 compared to only five a day in 2000.
The growth of cybercrime and the financial motives of cyber criminals are behind this increase in malware, with the number of variation of this malicious software hitting 286 million in 2010.
Scroggie warned that the “it won’t happen to us” mindset by businesses is no longer feasible, and any business that suffers a hack attack will have their consumer confidence affected as well.
Symantec’s .cloud offering, managerial security services, and data management and monitoring solutions are expected to become more widely adopted by businesses as they acknowledge this growing threat.
Symantec Asia-Pacific and Japan SMB and Channels vice-president, David Dzienciol, spoke about the security vendor’s partner strategy for the region, highlighting ways that partners can accelerate profitability, maximise opportunities and differentiate themselves in the market.
While Dzienciol emphasised that the partner strategy had not changed from last year’s conference, the driving theme then being to specialise, he did state that the security vendor was moving away from merely recruiting a large number of partners to instead focusing in having partners of a high quality.
“What we’re focusing on now are leading partners, and by leading I mean ‘leading with performance,’ where certain partners are selected by our sales teams to lead,” Dzienciol said.
Symantec partners closed 9.8 million in revenue in A/NZ through Symantec’s Opportunity Registered system in FY11 (meaning that it represents incremental revenue partners identified, registered and received rebates against),and 24 per cent of 635 opportunities registered in the Opportunity Registered system were closed.
Dzienciol wants to grow the Opportunity Registered revenue by 50 per cent.
He sees a market opportunity of $376 million around mobile and virtualisation specialisations and the opportunity for partners to grow existing virtualisation or mobile practices by integrating Symantec technology.
The mobile market in itself, where consumers are already challenging the way they consume their technologies, was identified to have a market opportunity of $230 million
“The hard work for partners will start now and the benefits will pay off,” Dzienciol said.
Expanding further on the local channel strategy, Symantec Pacific region partners and alliances director, Jeff Arndt, spoke briefly of the ways partners can capitalise on their financial benefits with rebates, rewards and opportunity registrations to extend their deals.
By focusing on new license revenue and specialisation, Arndt sees Symantec and its partners going on the road to profitability together.
“Our Pacific channel partners extend our presence and strength in key market segments,” Arndt said.
“It’s our goal to ensure that all our partners transition to this program by becoming specialised and acquiring the skills and knowledge to address customer needs.”
Patrick Budmar attended Partner Engage 2011 courtesy of Symantec