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Symantec is taking its "go deep" philosophy to another level with the launch of a new channel program that eliminates revenue requirements and instead give incentives to partners to invest in specializations and certifications. The new program was unveiled Wednesday at Symantec's 2010 PartnerEngage partner conference held at MGM Grand in Las Vegas Nov. 2 through Nov. 4.
In lieu of revenue requirements, the company is attempting to drive more value through expertise with the debut of Master Specializations program, requiring partners to ramp up their technical acumen with a combination of consulting, technical and service capabilities in several specialized solution areas.
Partners are now required to meet new milestones in their chosen specialization areas to achieve a metallic Silver, Gold and Platinum status. Those that achieve specializations will be eligible to receive additional discounts, teaming agreements, access to enablement resources and recognition by Symantec with a certification trust mark.
"To have a partner that can really support all that, they're really going to have to know their stuff. So we're giving you a model that we think has that -- we're wrapping it around specializations and a Masters program," Randy Cochran, Symantec vice president of Americas channels, told CRN. "The whole theory is, the more you invest, the more you'll obtain. But there is no more revenue requirement."
Partners who have piloted the new partner program say that the addition of specializations has helped give them a competitive edge in the marketplace, while simultaneously providing instant credibility with current and future customers. Victor Villegas, vice president of business development for Santa Clara, Calif.-based CMT, said that Symantec's official specialization channel program validated the deep investments his company has made in the areas of backup and DLP, adding CMT's last quarter was "the best quarter we've ever had."