Symantec has loosened the entry criteria for its Enterprise Service Provider (ExSP) licensing programme, enabling smaller partners to sell its SME portfolio on a monthly subscription basis.
ExSP was first introduced in 2006 but until now has only been available to very large hosting providers.
The programme is now open to any registered partner who signs up as a service provider on Symantec’s PartnerNet portal. ExSP partners must each nominate a fulfilment partner, which will bill them and aggregate business back to the vendor.
The programme covers Symantec’s SMB product range including its backup, recovery, end point protection and suite technology.
Ross Walker, director of distribution and SMB for UK and Ireland at Symantec, hopes that a fifth of Symantec’s UK SMB partner base will sign up immediately.
“This gives resellers the ability to roll out the cost of annualised product on a monthly basis to make it more predictable,” he said. “We are moving to a flexible model as that is what customers and the market are looking for.”
ExSP partners will be split into five bands based on the volume of products sold. Walker indicated margins would be in line with what partners have enjoyed before.
“We have several thousand registered partners in the UK and we expect uptake to be very high,” he said. “This gives partners the ability to deliver more flexible and cost-effective solutions.”
Dave Simpson, commercial director at reseller Softcat, said his firm had worked with Symantec around ExSP for some time and welcomed the programme’s extension.
“We have 450 customers signed up to Microsoft’s SPLA programme to which this is now applicable,” he said.
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