SYMANTEC has made the first subtle changes to its channel strategy following the merger with Veritas, as it moves closer to the storage resellers it inherited in the acquisition.
One of the first changes introduced is to push renewals of Veritas products through the channel, which Veritas used to do directly.
“It was the right thing to do, since the partners sold the products to customers in the first place,” says David Blackman, the company’s Sydney-based channel director for the Pacific region.
“It makes sense for them to go back and maintain their relationship.”
Blackman was in the country last month to meet local Veritas partners and distributor Datastor for the first time.
He is encouraging resellers from the security and storage folds to familiarise themselves with both the Symantec and Veritas technologies.
Backup, storage and security are essential to all businesses today and customers are positive about being able to obtain these from a single vendor, says Blackman.
“It means they have fewer people to deal with and lower support issues,” he says.
This creates opportunities for resellers who build skills on both the Symantec and Veritas products.
“Email needs to be secure and available. If it is down, customers lose productivity and money,” says Blackman.
“There is an opportunity for partners to provide everything needed to make email secure and available. This could be a good services opportunity.”
Symantec has also opened Veritas’s Enterprise Vault archiving software, which the company used to sell directly, to resellers and released a new add-on for the suite last week.
Enterprise Vault Compliance Accelerator 6.0 enables financial services companies to quickly perform cost-effective supervisory review of email and other electronic communications, helping ensure regulatory compliance, the company says.
Symantec wants more local partners to take on the suite, and a number are already undertaking training on the product.
Meanwhile, Symantec continues to grow its local channel team, says Blackman. The team has grown from one to four over the past 18 months. The company also held its first partner advisory council for local and Australian resellers in Sydney in October and hopes to host a similar event here next year.