Symantec's SMB Blitz: System Builders Are Key

Symantec is giving channel partners with system builder qualifications a chance to buy SMB-focused products at reduced prices. The software vendor has signed up Synnex, Tech Data, Ingram Micro and D&H Distributing as authorized distributors, according to Julie Parrish, vice president of global channel sales and strategy at Symantec.

"System builders are looking for [the] right price point because they need to incur so much of the cost themselves, and their business model won't work unless we can get down to the right price," Parrish said. Symantec is actively recruiting system builders, including those in the North American System Builders Association, she added.

The Cupertino, Calif.-based security giant also unveiled its Windows Protection program, which involves the release of SMB-tailored products that help companies protect data, maximize system uptime, optimize performance of e-mail and other applications, and develop policies for regulatory compliance, Parrish said.

To coincide with the program announcement, Symantec rolled out Backup Exec 11D, which adds continuous data protection for Exchange and SQL servers, as well as support for 64-bit Windows operating systems. Backup Exec 11D also encrypts data that's backed up over the network and includes granular recovery options that allow restores of individual mailboxes and e-mail.

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Symantec also released version 2.0 of its Ghost Solution Suite, which is used for imaging and management of Windows platforms, and new Symantec Antivirus Corporate and Enterprise editions, which bring the ability to handle Vista migrations, Parrish said.

Jonathan Dambrot, managing director of Prevalent Networks, a Bridgewater, N.J.-based solution provider, said Symantec is trying to simplify its product line to make it more attractive to SMBs.

"Symantec's breadth of products means there is a lot to learn and a lot for companies to support," Dambrot said. "They've brought a lot of things together in the Backup Exec line, and they're saying they now have unified products that can help with Windows resiliency and security."

Parrish said Symantec will provide sales and service training to partners to help them articulate the benefits of this approach to SMB customers. "We've invested quite a bit in enabling our partners to go after this market," she said.

The vendor also has cut its deal- registration minimum from $10,000 to $5,000 to ensure that SMB-focused deals will qualify, Parrish said. "We've done this to help partners get incremental margin when they go after smaller SMB deals," she added.

Lowering the deal-registration threshold is especially important in the SMB space, where deals don't regularly exceed $10,000, Dambrot said. "It's a great move if they want partners to sell solutions in this space."