Symantec Enhances Deal Registration System for VARs
Here's a look at the list, with a few observations from our resident blogger.
Sometimes, software companies make The VAR Guy’s job too easy. Symantec, for instance, sent across this point-by-point list of apparent improvements that the company has made to its Opportunity Registration program for VARs.
Here’s a look at the list, with a few observations from our resident blogger.
- Increased compensation – Channel Silver Partners and Corporate Reseller Partners will now be eligible to receive an 8 percent MSRP discount on approved registrations, which is an increase over previous compensation. Compensation will be delivered in the form of a discount, instead of receiving back end rebate (Silver & Corporate Partners only).
- Increased program payment cap – The program payment cap has been raised from USD$250,000 to USD$1,000,000, enabling partners to be compensated for larger opportunities. Any sales in excess of $1,000,000 can still qualify for compensation, however they will be payable at a reduced rate, via back end rebate only.
- Add-on License sales now qualify for registration, allowing partners to offer customers the same price points for add-on sales as they did for their original registered project roll-outs.
- Enterprise Flex license program purchases now qualify for Opportunity Registration. Due to the nature of these transactions, compensation may only be delivered in the form of a backend rebate at a special rate of 5% of the net transaction.
- Registrations will now be valid for 9 months in recognition of longer sales cycles for some of our more complex products. As always, partners can request an additional 3 month extension from Symantec if needed.
- Advanced registration requirements are reduced from 14 days to 7 days. This reduction accommodates shorter sales cycle products, while still providing Symantec with advanced visibility into the opportunity.
- Moving to the industry standard approach of paying partners on what Symantec books, offering consistent calculation method across all rebate programs. Rebates will be calculated on the net bookings value to Symantec beginning May 1.
The fact that registrations are now valid for nine months –rather than six — caught The VAR Guy’s ear during a discussion with Julie Parrish, VP of Symantec’s Global Channel Office.
The VAR Guy wondered if Symantec made the change in response to slowing sales cycles and VARs facing push back from customers that are nervous about the slowing economy.
But for a change, The VAR Guy’s hunch sounds wrong. In this particular case, it sounds like Symantec was merely extending the deadline based on long-term partner feedback rather than a short-term economic bump.