The channel changes at Symantec don't stop with the largest customers. There's a high probability it won't be as much." What is not clear is when they say, 'we'll make it right by you,' what percentage you actually make. "It's a very clean cut decision on how much everybody makes when I take the deal down. "Would I have made the same amount as if I closed it?" the partner asked. "Maybe the reps aren't getting their dollar for dollar renewals, and they're trying to get every dollar that they can."Īnother platinum partner said Symantec has recently taken some of his higher-end deals direct at the last minute, but promised to compensate him on the back end. "When we try to follow up, we don't necessarily see the large clients wanting to go direct," the partner said. While one platinum partner said that he hadn't been notified of any changes in how Symantec goes to market with partners, he said that within the last month he has lost some deals after Symantec reps informed him that some of his company's clients wanted to buy direct. Several Symantec partners expressed shock at Salem's statements in the transcript, but said they do explain some changes in how Symantec has been dealing with partners lately. Again just simplifying our channel go-to-market for the largest companies in the world." "So those deals will now give the customer the option to go direct. "Symantec over the last 25 years has been very focused on a two-tier distribution strategy, But as we've built out a very strong direct salesforce where we're heavily engaged with each customer, it doesn't make sense to continue to leverage both a distributor and a partner to serve let's say, the seven, eight, 900 largest customers in the world," Salem said in the transcript. In a June 12 private conference between company execs and about 20 Wall Street analysts, Symantec COO Enrique Salem said the moves would "drive efficiency and reduce the overall cost structure in our go-to-market capabilities," according to a transcript of the meeting viewed by ChannelWeb. Once hailed by many as the constant friend of the channel, Symantec is making moves to take its largest 900 customers from partners and hand them over to its direct sales team and take over subscription renewals for SMB customers.
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