Symantec has reviewed its channel partner strategy and introduced a five-category structure that defines resellers according to their business type rather than on the revenue they generate.
The anti-virus and security vendor claimed smaller channel partners will be treated more fairly as a result of the change. All resellers will be marked as software partners, business partners or corporate partners.
There will be two more categories for distributors and training partners.
Aled Miles, regional director for Symantec UK and Ireland, said: "There is a tendency to work with revenue players and to neglect partners that have strategic value. It is no longer the case that a small percentage of the channel makes up a large percentage of the business. Because of Year 2000, local businesses have realised the skills of local resellers and the market has experienced huge growth."
Miles denied that larger partners would receive less focus as a result of the change because they would qualify on more than one level, such as a software and a business partner. Although Symantec wasn't looking for more partners, Miles said all existing resellers would automatically requalify for the revised programme, which would "bring clarity to an operation which is already in place".
He added: "Partners look at vendor programmes with a degree of scepticism, so they need to be clear to increase their understanding of them."
Under the revised programme, resellers in the retail, mail-order and SoHo market will become software partners; resellers to SMEs will be business partners; and enterprise resellers will qualify as corporate partners.
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