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30 Jul 2010
Symantec claims to have boosted partner profitability in the SME space with the introduction of its Margin Builder tool.
The online tool – one of several enhancements to the vendor’s Small Business
Specialisation – allows resellers to earn a 10 per cent front-end discount on
registered deals in the 25- to 100-seat space.
Previously, partners were given a back-end rebate of two per cent.
Further reading
Symantec has also slashed the annual revenue threshold for the specialisation from $100,000 to $10,000 (£6,650).
Ross Walker, director of distribution and SMB for UK and Ireland at Symantec,
said
the enhancements complemented Symantec’s decision to revamp its small-business
pricing structure in June.
“We looked at the market dynamics and compared our prices against the competition and felt we needed to realign them,” he explained.
Walker said that Symantec has also installed heads at broadline distributors Ingram Micro and Computer 2000 to help support its SMB partners.
“We have 284 partners that qualify and will be looking to grow this aggressively,” he said.
Qualifying partners will also enjoy access to a campaign creator tool, enabling them to create co-branded marketing campaigns with the vendor. This will be supported by an SME solutions marketing helpdesk.
Additionally, they will now receive 50 free internal licences for a range of small business products and enjoy access to a number of 24/7 priority technical support incidents at no charge.
Crispin Pikes, chief executive of security VAR Sysec Group, said Symantec was investing heavily in the channel.
“Symantec is a big name and you can’t ignore them,” he said. “They are serious about what they do and the tide is turning in their favour.”
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