https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2021 MSP 501 Application
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2021 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2021 MSP 501 Application
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2021 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Sales & Marketing


Cat Fight: Astaro Attacks Symantec

  • Written by The VAR Guy 1
  • July 23, 2008

Meow. The VAR Guy loves a good cat fight, especially when he has front-row seats to the feud. The latest scratch-fest involves Astaro clawing Symantec and trying to run away with Syamantec partners.

Astaro has launched a “Symantec Switch” partner recruitment program that offers Symantec solutions providers a 20 percent product discount. The move comes one week after Symantec COO Enrique Salem’s statements to Wall Street became public and upset some partners.

The trouble at Symantec started when ChannelWeb uncovered statements from Salem that suggested Symantec was getting more aggressive with direct sales. The VAR Guy senses that only a few partners were really upset, but all the negative media coverage has put the spotlight on Symantec’s efforts to further automate sales.

Now, Astaro is hoping to cash in the controversy. Check out the strong language in Astaro’s press release, issued today:

In response to Symantec’s recent announcement regarding its direct sales and automated renewal policies, Astaro Corporation, a leading vendor of security appliances, today announced a new promotion aimed at Symantec resellers. Astaro, a 100 percent channel-focused company, is offering a 20 percent discount on Astaro products through its “Symantec Switch” promotion to help alleviate the strain these partners may feel in the wake of Symantec’s new policies.

But Astaro wasn’t done. The company goes on to use Salem’s words against him, writing:

During a June 12 conference, Symantec COO Enrique Salem announced the following: “Symantec over the last 25 years has been very focused on a two-tier distribution strategy, but as we’ve built out a very strong direct sales force where we’re heavily engaged with each customer, it doesn’t make sense to continue to leverage both a distributor and a partner to serve let’s say, the seven, eight, 900 largest customers in the world.” He continued to explain that those top customers will now have the option to go direct, cutting out the distributor. Salem explained that “…if the distribution channel is not adding value there’s no reason to keep them as part of the equation.”

Done? Not quite. Astaro takes a parting shot with this statement:

In addition to cutting out resellers, Symantec also announced a push to more automated renewals. Salem explained “…we’ve continued to drive a new set of automation — a new set of technology that will automate our delivery into the SMB market. We’ve proven in the consumer business that we can move more and more of our business online… We believe the same is true in the SMB segment, where we can automate or simplify the renewal process for many of our products…ultimately driving more efficiency but higher renewal rates.”

The VAR Guy enjoys a good feud as much as the next guy. But he wonders: Is Astaro wise to pick a fight with such a large rival? A few potential concerns:

  • Astaro says Symantec had a “recent announcement regarding its direct sales and automated renewal policies.” But the Symantec COO statements were originally made in private to Wall Street analysts. No public announcements were made, as far as The VAR Guy can tell.
  • Astaro says Symantec is “cutting out resellers.” True? Maybe, maybe not. But you’ve got to believe Symantec is taking a close look at Astaro’s press release and checking it for factual accuracy.

Sometimes, it’s wiser to stay below the competition’s radar and win partners on the merits of your business. But of course, confrontation is much more fun to blog about. The VAR Guy looks forward to round two, and hopes Astaro and Symantec continue to sharpen their claws. Meow.

Astaro offers more info about the Symantec Switch program here.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Sales & Marketing

Related


  • Partner program gears
    Pluribus Networks Launches Expanded, Simplified Partner Program
    The expanded program shifts from four to two tiers to simplify engagement.
  • New Direction
    Spectra Logic’s New Partner Program Reflects Vendor’s New Direction
    The vendor says changes to how partners approach the market are behind recently announced updates to its partner program.
  • Data center
    Netrality Data Centers Unveils Expanded Partner Program
    Data centers are an integral component of a hybrid architecture.
  • Gift, Present, Reward
    AppGate Partners Gain New Accretive Rewards Program
    Participants in this new program will be eligible for a range of rewards.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Infoblox Cloud Specialization to Help Partners with SaaS Sales
  • Productivity During ‘Work from Wherever’: Choosing the Right Back-Office Tools for a Distributed Workforce
  • Kaseya Buying RocketCyber to Improve MSPs' Security Capabilities
  • From Salesperson to Trusted Adviser: 3 Tips for Mastering Consultative IT Sales

Galleries

View all

From The Second City: How to Use Improv as a Business Tool

March 3, 2021

Industry Perspectives

View all

5 Ways XDR Can Improve Operational Efficiency for MSPs

March 4, 2021

Multi-Cloud: Strategy or Inevitable Outcome? (or both?)

March 3, 2021

Backup Vulnerability: 4 Targets Hackers Might Utilize to Infiltrate Your Backup Solution

March 2, 2021

Webinars

View all

A Partner’s Perspective on Channel Success in 2021

March 23, 2021

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021
  • 1

White Papers

View all

Why Fortinet for my MSSP?

March 2, 2021

Small and Mid-Size Business Security: 4 Steps to Success

March 2, 2021

How SMBs Can Secure Endpoints and Remote Workers for the Long Haul

March 2, 2021

Upcoming Events

View all

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

Chinese hacker group #HAFNIUM exploits critical @MSFTExchange Server vulnerability, could impact thousands.… twitter.com/i/web/status/1…

March 7, 2021
ChannelFutures

Our latest #Cybersecurity Roundup highlights #CPVirtual, @Huntresslabs, @Entrust_Corp and @InsightEnt.… twitter.com/i/web/status/1…

March 5, 2021
ChannelFutures

RT @Channel_Expo: A HUGE thank you to our amazing #CPVirtual sponsors and exhibitors! 👏 @ATTBusiness @DellTech @8x8 @lumentechco @telarus @…

March 5, 2021
ChannelFutures

.@okta acquiring rival @auth0 in $6.5 billion all-stock transaction. #security dlvr.it/Rtzwdp https://t.co/4LvHCJuwsR

March 4, 2021
ChannelFutures

.@MicrosoftTeams features are coming to @MSFTDynamics365, the company announced at @MS_Ignite. #MicrosoftIgnite… twitter.com/i/web/status/1…

March 4, 2021
ChannelFutures

.@PreciselyData acquired by Clearlake Capital, @TAAssociates. #digitaltransformation dlvr.it/RtzbKg https://t.co/1rNYnTScxq

March 4, 2021
ChannelFutures

Thanks for attending #CPVirtual. Here's a Day 3 wrap and a look ahead to #CPExpo Homecoming in November!… twitter.com/i/web/status/1…

March 4, 2021
ChannelFutures

.@Veeam announces six annual Impact Partner Awards, with @SHI_Intl, @LogicalisUS, more. #cloud… twitter.com/i/web/status/1…

March 4, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X