Symantec forges ahead with solution approach

Vendor says response to new partner strategy bodes well for shift from Gold, Silver and Bronze

Symantec insists initial feedback to its new solution-specific partner strategy has been positive.

As reported by CRN, Symantec will spend the next year slowly dismantling its current Gold, Silver and Bronze set-up in favour of a new system based on skills around specific technology areas. This could include endpoint management, data loss prevention and IT compliance.

Jason Ellis, vice president of EMEA channels and midmarket at Symantec, emphasised that the shift would be “evolutionary” and claimed partners had approved of the plans.

Symantec will raise the bar for accreditation for each product specialisation and will control the number of partners in each area.

“Resellers are looking for margin and do not want to be competing with thousands of partners on products with long sales cycles,” said Ellis.

Alastair Edwards, senior analyst at Canalys, said the move would help Symantec recover the ground it has recently lost to rivals.

“Quite a lot of partners have been unhappy with Symantec. This will help clarify things and encourage specialisation,” he said.