By Doug Allen

Security and storage vendor Symantec continues to focus on its growing channel base, announcing an enhanced ExSP Licensing Program, which gives partners the option to purchase Symantec software solutions on a monthly subscription-based model. With a more flexible go-to-market sales structure, Symantecs new program aims to reduce partners upfront costs and speed up the sales cycle. The program, first established for large service provider partners in 2006, is available to all qualified service-provider members of the Symantec Partner Program, which can now offer a broader set of Symantec products wrapped around their own services.

Our partners are telling us that theyre finding success in offering Symantec software bundled with their services to solve their customers information protection challenges, said Randy Cochran, vice president, North America Channel Sales, Symantec. By enhancing our ExSP licensing program to make it accessible to our broader partner base, Symantec is enabling partners of all sizes to accelerate profitability and reduce their upfront investments to support growth. With this subscription-based program, Symantec partners can license our solutions in a way that aligns to how they do business with their customers.

The program is built on two key pillars: incenting growth and lowering capex costs. Symantec says participating partners should enjoy more predictable revenue streams because of this reduced upfront spend, allowing them to pursue a wider base of potential customers. In addition, partners dont have to be locked in to buying future licenses for Symantec software in advance by adopting a pay-as-you-go approach.

Under the program, providers licensing costs go down as the overall volume of business goes up. The program also sets the bar for licensing volume relatively low for its qualified partners, which allows partner members of all sizes to fully access the program benefits. 

With its enhanced ExSP program, Symantec is making it easy for its partners to take advantage of the managed services opportunity, said Charles Weaver, president, MSPAlliance. The breadth of Symantecs offerings will enable solution providers whether they are existing MSP partners or traditional VARs who want to move into managed services of all sizes to become more competitive and increase their profitability through managed services.