Symantec invests in channel strategy

Security provider Symantec is investing in its Opportunity Registration channel programme, by giving financial incentives to its top partners.

Symantec's Partner Opportunity Registration programme provides rebates to eligible platinum, gold and silver level channel partners who actively identify, develop and close sales opportunities in security, storage and systems management solutions.

Jason Ellis, Symantec vice-president of EMEA channels and mid-market, says the programme aims to make its partners more competitive in a challenging market. He cites the Opportunity Registration programme as one of the most significant changes implemented by Symantec in the past three years.

“From a partner perspective, we have made significant changes to our commercials. With the way the economy is at the moment, our partners want to minimise their risk when they work with vendors.

“One of the big requirements for Opportunity Registration is that the partner needs to be certified on the products; so consequently we've seen a big increase in partners looking to get educated by Symantec.”

“We are trying to make it more predictable for them,” notes Ellis. “The trouble with a volume incentive rebate is there are a lot of variables hitting the goal - the deal may or may not arrive. But an opportunity-based programme is completely in the partner's control.”

Symantec has also revealed it will drive a specialist focus, so the company's partners can build specialisations in the fields of data loss prevention, end-point management, and small business. More specialist areas will be rolled out from next year, according to Ellis.

“We are focusing on three specialist areas: data loss prevention, end-point management and, released in October, a plan for small business. More of our solutions will be based on our partners becoming specialists.”

According to Ellis, Symantec is bullish on the public sector and will drive more aggressively into that market. He says Symantec has increased rebates by 100% in opportunities targeted at the public sector. “It's a big boost for us to make the public sector more attractive for our channel partners,” he adds.

Symantec regional director for Africa, Gordon Love, says: “The major drivers for us are the profitability and growth of our partners. Our objective, as of April next year, is to be in a position where partners put in the specialised tracks they're interested in. The success of specialisation model will be measured, and if it's successful, it will be taken into other regions.”