Symantec drops minimum order value to grow subscription-based Licensing Programme

The new programme, which covers the majority of the Symantec (SYMC) range including its email, backup, security and Altris platform management tools will now be available in single unit volumes. The vendor initially launched its first ExSP programme in 2006, although it does not disclose the number of active partners, the firm is promoting the new structure as way for  partners who sell Symantec-based services to reduce their upfront costs, accelerate profitability and offer ‘pay-as-you-go’ managed services to their customers.

“Many of Symantec’s partners are familiar with Symantec’s existing ExSP programme, however the previous minimum order value was relatively high,” comments Jason Ellis, VP of channel sales, EMEA at Symantec. “By lowering the minimum threshold to one unit the programme and its benefits are now available to a much broader number of partners and customers.”

The Symantec ExSP Licensing Programme is open to partners enrolled in Symantec’s Partner Programme who are qualified service providers, offering customers a combination of Symantec products with their own services.

Keith Humphreys, analyst at euroLAN comments:  “This is great news for the channel, helping partners make the transition to selling on an annuity basis is crucial. Symantec is making it very easy for its partners to take advantage of managed services opportunities. The ExSP Licensing Programme enables partners to broaden their offering, permitting an end to end Symantec solution.”

Channel Pro Comment:
The depth of products now available on a single monthly subscription makes Symantec one of the most progressive vendors to the service provider space. Although rivals vendors of point product still tend to offer higher margins on comparable products, the direction shown by Symantec should be applauded. Rivals like CA (CA) seem to be struggling around delivering full monthly SPLA across an entire portfolio and Symantec’s move should encourage partners to dip the toe into a SaaS / MSP model without a great deal of upfront financial commitment. Details around billing and notice periods need to be made available but on paper it seems a smart move.