Vendor unveils channel unification plans as VARs ask for better communication
Security and storage giant Symantec has taken steps to unify its global channel programmes in response to reseller demand for more simple communication.
In the UK, Symantec had about 12 channel programmes formed through acquisitions of various other vendors, such as storage vendor Veritas for $13.5bn two years ago (CRN, 20 December 2004). These will now be merged into one overall programme.
As a result, UK channel partners will now be rewarded on the value and expertise each VAR brings to its end-users, as well as for the volume of products and services it sells.
The new programme also features an online portal, PartnerNet. This enables partners to access online information, such as marketing de-tails. It also incorporates a deal-registration facility, which from next month will enable partners to earn rebates of between two and five per cent on each registered deal.
Helen Wood, commercial manager at Symantec UK, told CRN that the programme unification was just the first phase of its channel plans.
“We asked partners what they wanted and they asked for a single partner programme. UK partners will now be tiered Platinum, Gold, Silver and Registered,” she said.
Julie Parrish, vice-president of Symantec’s global channel office, said: “This first phase of the new partner programme will provide resellers with a simple, complete framework for doing business with Symantec.”
The second phase of the unification, which will be rolled out in Symantec’s December quarter, will involve the creation of specialist divisions for each partner, such as availability or performance management. The vendor claimed this would enable VARs to earn points toward extra revenue and marketing spend.
Lee Schofield, head of alliances at Symantec VAR Trustmarque Solutions, told CRN: “It’s a good move because there has been confusion in the past with [Symantec’s] programmes. Phase two sounds good because it means support will be more tailored to each partner.”
Security and storage giant Symantec has taken steps to unify its global channel programmes in response to reseller demand for more simple communication.
In the UK, Symantec had about 12 channel programmes formed through acquisitions of various other vendors, such as storage vendor Veritas for $13.5bn two years ago (CRN, 20 December 2004). These will now be merged into one overall programme.
As a result, UK channel partners will now be rewarded on the value and expertise each VAR brings to its end-users, as well as for the volume of products and services it sells.
The new programme also features an online portal, PartnerNet. This enables partners to access online information, such as marketing de-tails. It also incorporates a deal-registration facility, which from next month will enable partners to earn rebates of between two and five per cent on each registered deal.
Helen Wood, commercial manager at Symantec UK, told CRN that the programme unification was just the first phase of its channel plans.
“We asked partners what they wanted and they asked for a single partner programme. UK partners will now be tiered Platinum, Gold, Silver and Registered,” she said.
Julie Parrish, vice-president of Symantec’s global channel office, said: “This first phase of the new partner programme will provide resellers with a simple, complete framework for doing business with Symantec.”
The second phase of the unification, which will be rolled out in Symantec’s December quarter, will involve the creation of specialist divisions for each partner, such as availability or performance management. The vendor claimed this would enable VARs to earn points toward extra revenue and marketing spend.
Lee Schofield, head of alliances at Symantec VAR Trustmarque Solutions, told CRN: “It’s a good move because there has been confusion in the past with [Symantec’s] programmes. Phase two sounds good because it means support will be more tailored to each partner.”
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