'Symantec has an extensive partner base in India'

Please give a brief on Symantec

partner network.

At Symantec, we follow a multi-layered

channel network. We follow a mixed distribution model for our retail

business. We have a three-tier distribution model, with distributors,

sub-distributors and resellers, while for the enterprise

business, we have a two-tier distributor model. In addition, we work

with global strategic partners, system integrators, as well as

value-added resellers.

With how many channel

partners/regional distributors does Symantec operate?

Symantec has an extensive partner base

in India. They are our fundamental assets and force, as well as

multiplier for our business. We are focused on increasing our partner

base across geographies in tier-2 and 3 locations and this is an

ongoing process.

What is Symantec Enhanced Partner

Program?

Symantec is enhancing its partner

program to help partners differentiate their businesses and deliver

greater value to their customers. The enhanced program will reward

partner investments with increased engagement and a closer

relationship wi th Symantec. The enhanced program is based on a

specialist model, rewarding partner investments for competencies in

solution or market segment specializations. It will be required to

attain Silver, Gold and Platinum levels within the Symantec Partner

Program.

New solution specializations aligned to

partner business models will maximize returns from their Symantec

investments and accelerate profitability. Symantec is making these

changes to align with longterm trends in channel partner markets and

business models. We encourage our partners to begin achieving

specializations relevant to their business today. The key points

include: Partners must focus on

delivering value-added services, not just reselling hardware and

software. Partners are becoming solution providers and market

specialists rather than technology generalists.

What are the recent partner

initiatives, including specialized programs and schemes?

Symantec is a channel-led company and

we are dedicated to providing our partners the opportunities for

predictable, profitable business growth; relevant market-leading

solutions to protect and manage their customers' information;

skills and tools to deliver superior value to their customers.

Our recently launched Enhanced Partner

Program help partners to build competitive advantage over others in

the market thereby improving recognition and increasing profitability

with more predictable results. The enhanced program is based on a

Specialist model, rewarding partner investments for competencies in

solution or market segment specializations. Specializations will be

required to attain Silver, Gold and Platinum levels within the

Symantec Partner Program. Moreover, in evolving consulting services to

a

partnerled approach new Master Specialization categories will be

available to eligible partners who specialize and maintain an active

consulting practice, and complete business and technical assessments

in each solution area.

Thus, all these schemes and initiatives

help our partners to grow and get the most from the time and effort

they invest in their business, and with us.

What are your channelcentric

strategic business plans for 2011?

Symantec in India is a channelled

organization, and our partners are a driving force in bringing

revenue to Symantec and adding value to our customers. Over the last

year, the Symantec team has placed a significant amount of

resources into building a partner team that is second to none. Our

team is growing rapidly and we're making positive changes that will

see our channel business go from strength to strength. The channel is

our enabler in India and we're very focused on ensuring that we

stay relevant with our partners and do everything we can to simplify

our business. We are committed to help partners differentiate their

businesses with innovative solutions and services to maximize their

sales opportunities with our Enhanced Symantec Partner Program

launched earlier this year.

The program lays greater emphasis on

rewarding partner capabilities and competence, and encourage them to

undertake specializations to deepen their knowledge and proficiency

in the Symantec technologies and solutions families.