When two become one

Symantec is taking a long hard look at its overall channel structure in the wake of its merger with Veritas. The security and storage vendor giant has ruled out sweeping changes and is currently working through a six month channel assessment period.

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By  Stuart Wilson Published  September 20, 2005

Symantec is taking a long hard look at its overall channel structure in the wake of its merger with Veritas. The security and storage vendor giant has ruled out sweeping changes and is currently working through a six month channel assessment period, where it will look to maintain consistency in its channel approach while identifying the best long-term steps it can take to eventually combine the two programmes into one. Aled Miles, VP channel, strategic alliances and midmarket at Symantec EMEA, explained: “We wanted partners to be able to trade with us from day one post-merger and decided to use a 180-day period to consult with the partner base and find out what they wanted from us.” “We have already made valuable observations and received channel feedback. A combined partner programme should be no less beneficial to partners than either Veritas’ or Symantec’s programme is today. The ease of doing business with us must be either maintained or improved and the way that partners are categorised remains an emotive and important element,” he added. “Besides this, we understand that certification is important to drive competency in the channel and we need to maintain a channel platform that is fair to all. Finally, we have to keep the focus on partner profitability and growth potential,” continued Miles. To maintain stability in the distribution channel, Symantec has kept existing contracts in place for both Symantec and Veritas partners. However, longer term, Symantec will look closely at the costs incurred through its distributor engagement model and decide on the best way to integrate the two channels.

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