Please give a brief on Symantec
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
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
What is Symantec Enhanced Partner
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
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
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.