Symantec slams stunted deal registration schemes

Ellis: partners are telling us sales cycles are lasting longer

Symantec has hit out at its rivals for not protecting registered deals for long enough after increasing the duration of its own scheme.

In an acknowledgement that sales cycles have lengthened, the security giant has boosted the period it will protect deals logged under its Opportunity Registration programme from nine to 12 months.

The increase came into force on 30 November, alongside a hike in rebates offered for registered public sector deals.

Speaking to CRN, Jason Ellis, Symantec EMEA channel vice president, said the improvements will mean more predictability for partners.

“Partners are telling us sales cycles are lasting longer for certain solutions and that they want to work with a vendor that protects our investment,” he said.

Ellis claimed the industry-standard protection period varied from three to nine months. Even with Symantec’s previous nine-month protection period, Ellis admitted resellers were sometimes being forced to delay registering deals.

“A lot of resellers are looking for more predictability if they are getting involved in a sales engagement,” he said.

“There are vendors that aren’t protecting their channels – some programmes are only three months, which I do not think is enough.”