Symantec continues to be a channel-led company and recognises the value its partners play in reaching its broad set of customers throughout South Africa.
This is according to Mark Smissen, commercial manager for Africa at Symantec, who says the company is not changing its channel strategy and is not taking high-value deals direct.
Recent media reports about Symantec's channel strategy, its distribution model and its value to channel partners have created misconceptions about its commitment to the channel both locally and internationally.
He says the confusion in the marketplace is based on the fact that Symantec acquired several large companies in the last three years, all with their own channel and licensing models, some of which have a direct approach when dealing with customers.
He says Symantec maintains a two-tier distribution strategy and like many other vendors are allowing its tier one partners to fulfil enterprise contracts directly with Symantec to streamline the process for its customers and partners.
"Year on year, Symantec has increased headcount and investment in our channel both at EMEA and at country level," says Smissen.
Additionally, he says Symantec has not made any compensation, discount or program changes that would incentivise a customer one way or the other or take business from its channel partners.
From a small to medium business enterprise perspective, Smissen says Symantec continues to invest in automation processes that will drive efficiency to its partners to capture ongoing renewal business.
"We have partnered with a third party business process improvement company to drive and improve the renewal process, so that our partners can focus on acquiring new business. For example, our 60-day renewal notice to our customers encourages the customer to renew through their partner, and provides information on the reseller of record.
"At 30 days, we remind the customer to renew, either through their partner or online. Partners lose no renewal revenue but really only benefit from the new process. Instead of our partners chasing the renewals, Symantec is essentially chasing the renewals for them, increasing their profitability," he concludes.
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