The sleeping giant has awoken. Symantec has finally launched a Managed Security Service (MSS) Specialization. As an early leader in storage and security software, Symantec was ideally positioned to cash in on the managed services and cloud services markets -- where security and storage are hot sellers. But it has taken Symantec several years to adjust its on-premise software strategy to promote a clear, comprehensive message to managed services providers. That day finally arrived today.
According to Symantec, the Managed Security Service Specialization:
"provides Symantec partners who have demonstrated expertise in Symantec Managed Security Services with exclusive benefits to increase their competitive advantage, improve recognition by customers and drive more revenue. Partners achieve the MSS Specialization by demonstrating expertise in Symantec Managed Security Services and Symantec DeepSight Early Warning Services, providing customers with real-time threat monitoring and analysis to reduce their overall security risk."The MSS Specialization appears to required extensive commitments from MSPs. For instance, program members must meet "defined profile requirements for participation and complete Symantec training and accreditation requirements for MSS solutions. MSS specialists are required to provide rolling business plans and a commitment to joint account planning and opportunity reviews each quarter, to evaluate progress."
Still, the Symantec announcement was missing one key word: "Recurring." Over and over again, the Symantec announcement mentioned revenue opportunities for Symantec partners. But nowhere in the announcement did Symantec focus on recurring revenues -- the true measure of a successful managed services program.
Symantec launched the MSS Specialization at Symantec Partner Engage this week near Phoenix. In recent years, Symantec CEO Enrique Salem has predicted that roughly 15 percent of Symantec revenues -- or $1 billion in annual sales -- will involve recurring cloud revenues. We're checking to see if Salem offers an update on that view during this week's conference. We're also watching to see if Symantec Backup Exec launches in the cloud.