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.