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Symantec to shift focus of partner programme

Specialisation to become the “cornerstone” of security software vendor’s partner scheme

Symantec to shift focus of partner programme
Ramzi Itani insists more opportunities will come the way of partners as specialisations become central to Symantec’s channel programme.

Symantec is following the lead of other international vendors such as HP and Microsoft by tweaking its partner programme to put a firmer emphasis on rewarding resellers for their capabilities and competencies.

As part of a series of changes that will come into force towards the end of the year, specialisations that recognise partners with a proven expertise in a particular area of business will become the cornerstone of Symantec's channel programme.

Resellers achieve specialisations by meeting certain requirements that deepen their knowledge and proficiency in a solution family.

Symantec currently offers specialisations around endpoint management, SMB, data loss prevention (DLP), foundational enterprise security and IT compliance, with more areas to follow in the near future.

The programme will continue with the existing partner levels, but specialisations will become essential to attaining Registered, Silver, Gold or Platinum status.

Specialised partners will have greater access to Symantec sales and technical resources, as well as financial incentives that will help accelerate the sales cycle, according to the security vendor.

"As specialisations become central to our programme, partners will find even more opportunities to differentiate themselves and deepen their expertise in Symantec solutions and services," said the firm's regional channel and alliance manager for the Middle East and North Africa, Ramzi Itani.  

"Symantec will deliver several new tools and resources over the next few months to help partners in the Middle East maximise sales opportunities and accelerate profitability in the new model," he added.             

The focus on specialisation is one of several enhancements that will come into effect at the end of 2010 as Symantec increases its focus on driving partner competence in key solutions areas and providing partners with more resources, tools, incentives and sales support.

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