Symantec overhauls direct sales force ahead of split

Vendor claims to have boosted number of sales reps on security side by almost half

Symantec has overhauled its entire direct sales structure ahead of the upcoming split in which Information Management (IM) arm Veritas will become a separate firm.

In the last quarter, for the first time, Symantec split its direct sales force in two - with one section dedicated to each brand, according to its chief executive Michael Brown who unveiled the changes on a Q4 and full-year earnings call.

Brown said the Symantec Security sales force enjoyed a boost in numbers thanks to the change.

"One of the things we're enthused about... is the dedicated sales focus," he told an analyst on the call. "So this will be the first time - it just started this quarter - where you've got dedicated sales forces, one for Security, one for Veritas. And on the Security side, we have 40 per cent more quota-carrying reps in our sales force for Security. So I think that's going to help us frankly on both Veritas and Symantec sides."

For the three months to 3 April, net income at Symantec rose 19 per cent year on year to $176m (£112m) on revenue which over the same period jumped seven per cent to $1.5bn. For the full year, net income crept up two per cent to $878m on sales which rose three per cent to $6.5bn.

Symantec announced it was set to split last October and on the earnings call, its chief financial office Thomas Seifert set out a full timeline for the break-up.

"We are on track to separate Veritas as a standalone company on 2 January 2016," he said. "Operationally, we'll be two separate companies on 3 October 2015. We expect to file the Form 10 in August, which will provide you with more details on the business and Veritas... financials."

Brown added that the last financial year was one to remember.

"Fiscal 2015 was a transformative year for Symantec, as we announced our unified security and information management strategies, delivered more than fifty products, and made the decision to separate Symantec and Veritas into two standalone companies," he said.

"With the progress we made in FY15, our businesses have the necessary focus to thrive and we are already seeing the benefits. Setting aside currency headwinds, continued growth in both implied billings and deferred revenue underscores the momentum in our businesses. Our endpoint protection, data loss prevention, NetBackup appliances and NetBackup software all outperformed the market this quarter."