Symantec Shares Framework for Redesigned Partner Program
At our recent EMEA Partner Engage event in Budapest, Hungary, Symantec announced new details around our redesigned Partner Program framework. The new Partner Program, built on Symantec’s Global Channel Strategy announced in November, will better support the way our partners do business by fostering stronger partnerships that enable growth and delivering differentiated value to our customers.
At our recent EMEA Partner Engage event in Budapest, Hungary, Symantec announced new details around our redesigned Partner Program framework. The new Partner Program, built on Symantec’s Global Channel Strategy announced in November, will better support the way our partners do business by fostering stronger partnerships that enable growth and delivering differentiated value to our customers. I hope you were able to check out DH Kass’ recent article on the website with an overview of the program, so I’ll focus on providing more information about what these changes will mean for our partners in North America.
As we considered the breadth of our portfolio, we realized Symantec needs partners who are focused on each type of customer across all levels of complexity. We need partners that understand and can solve the needs of a small-business customer just as much as we need partners with deep relationships with enterprise customers to support more complex solutions. The new Partner Program addresses these needs and is designed to reward for growth in areas where partners are most capable.
As a part of the redesign, we are introducing Symantec Competencies, an enablement framework that builds upon partners’ existing capabilities. The goal is to deliver exceptional customer experience through deeper expertise in the areas aligned to our solutions. Through the program, partners will build the capabilities required to sell and implement our solutions, earning benefits once they have obtained the capabilities for a given competency. In addition to benefits for partners that meet certain performance standards, rewards will be provided for those partners that grow their business and deliver exceptional value to customers. The competencies are the foundation of the program, and they align strongly with our principals of being customer-focused, performance-based and more rewarding for our most committed partners.
What else is different about the redesigned Partner Program? With the new Partner Program, we will spend more on financial benefits for the channel than ever before. The program design concentrates investment more selectively with our top-performing partners. We’ve also enhanced our Opportunity Registration program and added a performance rebate for growth. We will also offer development funds so we can invest in our partners as they have invested in us.
Additionally, we’re enhancing our non-financial benefits to help our partners grow their business and advance customers through the sales cycle. One of the new benefits will be access to the same market intelligence that we use for internal business planning, so we can align our execution with our partners on the same market data and grow together. We will also increase our consulting and technical support benefits and offer more online learning opportunities.
We’re excited that many of our North American partners have already expressed enthusiasm for the new Partner Program framework.
Kurt Klein, president of CMT, had this to say: “The validation process around this new program for channel partners for CMT has been very thorough. We’ve been able to have access to marketing, to channel executives, to senior-level executives to folks in programs, and the collaborative nature of how we are being included in this process is fresh, leading edge and real.”
Additionally, Jay Miley, vice president and general manager of Advanced Technology for Ingram Micro, said: “It’s refreshing to hear Symantec’s focus on the partner ecosystem. The partner community clearly is a differentiator for Symantec and it’s great to see them doubling down on that.”
We are being very thoughtful with regard to how partners will transition to the new program and have designed a transition period in which current membership status and associated benefits will be maintained throughout the transition. Look for us to share more information about this and the redesigned Partner Program in the coming months.
John Eldh is vice president, channel sales, Americas, Symantec. Monthly guest blogs such as this one are part of The VAR Guy’s annual platinum sponsorship.
