Symantec Channel Chief Talks New Partner Program

Symantec (SYMC) revealed more details today on its new partner program, which the company is hoping will help its resellers to earn increased revenue and deepen their expertise in multiple solutions areas.

The company has been teasing changes to its current partner program for several months, with Symantec VP of Channel Sales John Eldh dropping the first hint of a change back in November and more recently after the Partner Engage event in Budapest last month. During this week’s Symantec Vision annual user and technical conference, Eldh outlined the specifics of the new program, with the most notable feature being the ability for partners to take advantage of 12 unique Symantec Solution Competencies.

“These new competencies give partners the choice to deepen their expertise in a particular solution area, or to extend their capabilities across multiple solutions for broader market traction,” said Eldh in his blog. “By achieving a Symantec Competency, partners demonstrate their insight, experience and solutions-expertise—crucial when solving their customers’ unique business challenges. Beginning in October, Symantec is revising the program to include added benefits such as the ability for partners to increase their earning potential by up to 20 percent as part of the Symantec Opportunity Registration Program, which is open for partners possessing Principal or Expert level Competencies and who identify, develop and close incremental sales opportunities on qualifying products and services.”

Partners can earn an additional 8 percent rebate by reaching and exceeding new business revenue targets as part of Symantec’s Growth Accelerator Rebate, which is available only to partners that invest in achieving expert competencies, according to the company. A renewals performance incentive also has been designed to give resellers with expert level competencies up to 2 percent in rebates on applicable total renewal business. Finally, partners with one or more expert level competencies will be eligible to apply to receive developments funds of as much as 5 percent for qualified Platinum Tier program members. Symantec also will offer additional educational and marketing resources in line with many other similar partner programs within the channel, the company noted.

“We are now entering a transition period within which partners can assess the requirements and benefits associated with the redesigned Partner Program structure,” said Eldh. “We are committed to supporting our partners through this transition period, with the objective of helping to ensure that they’re well-positioned to take full advantage of a more rewarding partnership with Symantec. This is an opportune time for our partners to identify areas they wish to develop, pursue new competencies and to develop plans for growth.”