Symantec dismisses talk of channel strategy shift

Careless talk: Symantec insists that it is not about to restructure its channel strategy.

Security giant Symantec has spoken out to dampen speculation that it is to remodel its channel strategy by taking larger contracts direct and circumventing distribution for its top-level partners.

Reports appeared earlier this month claiming the vendor had held a conference for company executives and Wall Street analysts in which a plan to offer the company’s top 900 customers the option of buying direct had been unveiled.

A transcript of the meeting obtained by CRN US revealed chief operating officer Enrique Salem had said: “It does not make sense to continue to leverage both a distributor and a partner to serve the largest customers in the world.”

Speculation also mounted that the vendor was to take SME software licence renewals direct and move to a one-tier distribution model for its Platinum partners.

But Symantec has tried to quell talk of a strategic sea change. Julie Parrish, vice president of the company’s global channel office, claimed Salem’s comments amounted to a clarification of existing policies.

“We are not changing our strategy and we are not taking high-end deals direct,” she said.
Parrish indicated all customers had always had the option of going direct and claimed the policy of allowing top-level partners to bypass distribution for big enterprise contracts had been in place for several months. Of SME contract renewals she said:

“We are being more proactive in notifying our customers when it is time to renew their licences.”
Andrew Bradshaw, UK vice president of rival Sophos, said: “We have been receiving calls from disgruntled Symantec partners. This is likely to be the last straw for many of them.”

Paul Spencer, non-executive director of reseller Axial Systems, also felt the furore could ruffle channel feathers. “It is never good for partners to have nagging doubts,” he said.