Symantec debuts new partner specialisms

Symantec (NASDAQ: SYMC) today unveiled a series of changes to its Partner Programme.

The latest Symantec Partner Programme will be based on a specialist model, rewarding partners with knowledge and experience in a solution area or market. At a channel partner event at its Reading office today the vendor also announced the introduction of a Master Specialisation category in EMEA and rolled out four new specialisations.

“Much is changing within the EMEA channel partner community, especially around value-added service, market specialisation, and business value,” says Jason Ellis, vice president, EMEA channel, small business and mid-market sales, Symantec. “Symantec’s Partner Programme enhancements recognise these changes by offering our partners more opportunities while maximising returns from their Symantec investment.”
Rewards
Symantec says specialised partners will be rewarded with preferential commercial terms, deal protection via new a Teaming Plan, exclusive access to Symantec resources, enhanced enablement, and recognition by Symantec and customers. Specialisations together with performance in Symantec’s Opportunity Registration system will be required to attain Silver, Gold, and Platinum status under the enhanced programme.
It also says many partners may already possess qualifications toward specialisations, based on accreditations their personnel have already earned. Historical Opportunity Registration performance will also be counted.Partners in EMEA will have twelve months to make the transition to the new programme.

The Master Specialisations will be a new category in the Programme that recognises and promotes partners with advanced consulting, technical, and service capabilities in a specialised solution area. The category is part of Symantec’s partner-led consulting services model, which the firm claims reduces channel conflicts and creates opportunities for greater licence sales potential.

Symantec will be piloting Master Specialisations prior to launching across all solution areas in April 2011.
New specialisations
Meanwhile, Symantec is introducing four new specialisations —Enterprise Security, Data Protection, High Availability and Storage Management—now offering a total of  seven specialisations to its partners in EMEA, with three more to follow in late 2010 and early 2011.

“With the introduction of the specialisation programme we can now see a significant change in both Symantec and the marketplace,” says Sèan M. O'Brien of partner DVV Solutions Limited. “Increased interactions with Symantec’s technical experts has given us the confidence to invest upfront in each new opportunity, not only in Symantec’s specialisation programme, but also in additional staff and training.”