Marketing Action snubs Symantec franchise plan

Software Vendor bows to reseller pressure and back pedals over controversial clauses.

Symantec's controversial Var franchise scheme has stirred up furtheroversial clauses. unrest after one of its partners threatened to go ahead with a breakaway programme despite the vendor's decision to revise the clauses.

As exclusively revealed by PC Dealer (8 April), Symantec caused uproar among resellers when it attempted to charge Act Certified Consultants (ACCs) #50,000, but imposed geographical restrictions and prevented them from selling rival products. The accreditation would have been implemented and managed by consultancy group Marketing Action.

Last week, Symantec confirmed its scheme had been revised following threats of legal action from the channel. Training will be organised in-house, the cost of which will be reduced to about #6,000 and no restrictions will be placed on sales.

But Gerry Creechan, senior consultant at Marketing Action, claimed the altered scheme does not guarantee resellers will be competing on a level playing field and threatened to go ahead with a breakaway programme. He said: 'The proposal has fidelity problems relating to confidentiality of information and fair business practice. While we are highly supportive of the Act product, we would not join a scheme that fails to address these issues.'

Creechan said one reseller previously had covert ownership of Symantec's information centre and virtual control over the distribution of sales leads.

He also claimed some ACCs have access to the vendor's customer database while others do not.

He added: 'We are writing to Symantec. If it cannot give us binding assurances regarding business integrity, we will go ahead with our own programme as authorised by Symantec in its letter of 6 April.'

Aled Miles, who this week replaced John Wakeman as sales and marketing director for UK and Eire at Symantec, said: 'We will work hard to resolve outstanding issues with our channel partners.'