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Symantec and Veritas stick to their distributors

Symantec and Veritas stick to their distributors

THERE will be no initial changes to the distribution models of Symantec and Veritas, following the merger between the two firms, which was finalised last week.

Although Symantec was not prepared to comment on future plans with its newest acquisition earlier this week, it held a meeting with distributors where it reassured them on their status.

Symantec is currently distributed by Ingram Micro and Express Data, which also deals with Veritas along with Datastor.

Paul Plester, national sales manager at Express Data, says that at a meeting on Monday distributors were told they would hold onto their agencies.

A distribution review may still follow after the dust settles on the merger, says Plester.

“I am sure there will be one later on,” he says.

Plester is confident about the outcome of a future review.

“It will come down to the numbers. Symantec has been very consistent with its distribution policy and is aware of the viability of having too many distributors.”

Plester expects the merger to result in a combined partner programme and pricing and discount structure.

Symantec has good mechanisms in place, which Veritas could learn from, especially for licence renewals, he says.

According to Plester, the Symantec range is going very well for Express Data.

“Symantec has had the biggest growth rate of any software vendor we have seen for a while. Every quarter for the last two years it has grown by between 30 and 40% year on year,” he says.

As an incumbent supplier to many users, Symantec has benefited from the huge increase in virus activity over the last two years, says Plester. “It has been the Johnny-on-the-spot.”

In addition, Express Data has seen incremental growth from previous Symantec acquisitions - Brightmail, PowerQuest and ON Technology.

Symantec bought Veritas in an all-stock transaction valued at around US$13.5 billion last December.

Meanwhile, Veritas distributor Datastor is reassured that its channel hasn’t changed.

Sales manager Dave Rosenberg says business continues as usual and believes the new company is committed to the keeping the same distributors.


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