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Symantec retains distribution partners

Symantec retains distribution partners

Bucking the recent consolidation trend, Symantec has announced it will retain Tech Pacific and Express Data at the core of its distribution strategy following a three-month review of its Australian partners.

ACA Pacific, after suffering a number of vendor losses in the past year, has also held on to distribution of the vendor's PowerQuest range.

However, it will face increased competition from Express Data, who has also picked up rights to the software as a result of the review.

Explaining the decision to keep faith with current partner arrangement, Symantec director of distribution Asia-Pacific, Danielle Errera, said the vendor felt reassured it had the right partners focused on its Australian business.

"While the outcome of the review is that we have maintained a very similar partner line-up, the way we have been able to refocus the efforts on the main market opportunities has been exceptionally worthwhile," she said.

Despite Ingram Micro announcing during the review that it was to buy Tech Pacific, Errera said the decision to keep Tech Pac had little to do with the added bang-for-buck.

"The merger has changed the distribution landscape quite a bit," she said. "But the skillsets Tech Pacific has as an organisation are the reason why we are continuing to work with them."

Errera did concede Ingram could bring extra value to the business in a number of sub-segments, but the scale of any gains were yet to be determined by the final shape of the new distribution powerhouse.

She said Express Data had been retained for its ability to offer value in the enterprise space as well as its capacity to educate the channel. As a result of the review, the vendor had also asked its distributors for a greater commitment to the company, Errera said.

"Our recent vendor acquisitions mean a lot of our solutions are new, so the skill sets and focus we require from our distributors has changed considerably," she said. "In our new approach we will manage high-end security resellers ourselves, while relying on our distributors to manage the broader base and push the security/administration message out to the market."


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