Veritas has slashed the number of distribution contracts it has in EMEA by more than 70 per cent as it pursues its new partner strategy of working more closely with fewer, more focused partners.
At its Partner Link conference in Monaco today, the vendor - which has recently operationally split from Symantec ahead of its legal separation in January - outlined its new partner strategy.
The new plan is to work more closely with a smaller, more focused bunch of partners.
At the moment, Veritas has 753 high-profile partners with which it works directly on a global basis, and 20,000 more sell Veritas kit through distribution - many of these operate with the firm on a more casual basis. Veritas said it wants to place its bets on the partners that invest more heavily with Veritas but said it has no plans to cease working with the other partners.
"We believe in having a critical few," said Mark Nutt, Veritas' head of global channel in his address to partners. "In order to be successful with our partners, one of the things we've been talking about here is placing fewer, bigger bets. We're in a location that is famed for gambling and casinos, right? Our objective isn't to turn up and put a chip on every square. We want to place bets in order for us to win. It's [about] working out which partners have a growth mindset and want to deliver value for customers. Selecting those partners has been a key objective for us."
As part of its overhauled Partner Force programme, distribution has been "optimised", meaning the number of contracts it has with disties in EMEA has been slashed by 70 per cent. Globally, there are now just 120 distribution contracts in place globally with a total of 61 companies.
"We've been focusing on a multi-phased approach to optimise our distribution and being a lot clearer in terms of the job we want distribution to do for Veritas and then getting the right number of distributors," Nutt said. "[Having] the right number of distributors is key to any channel strategy's success."
According to Veritas' partner locator, the firm works with Arrow, Ingram Micro, Avnet and Tech Data in the UK. Later on in a media Q&A, Nutt admitted Veritas was "over-distributed", but would not be drawn on how the specifics of the "optimisation" would play out at a UK or EMEA level. He said the top-level strategy is to standardise its approach to distribution.
"We've adopted a model across EMEA where we are focusing on global organisations or really strong local heroes," he said. "What that has meant for some of our global organisations is they have retained their contracts or received new contracts in some countries, and in other countries we've removed their contacts. It's finding the right distributor for the right market that is key.
"When we think about the local heroes, that is where we have seen a significant reduction in the number of distribution contracts and organisations. We are very clearly shifting to [getting] the best local distributor and, where possible, we can match that with a global player. We have got scale and reach and clear capability [that way]."
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