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"Customers are looking for that certification or that additional partner that's better in this space or one that they should trust more in this space than others," Villegas said. "For us, specializations not only validate what we've done from an investment standpoint, for us, it's helped and is helping validate who we are."
Villegas added that CMT's success was bolstered by its first "real Altiris deal," made after the company acquired the necessary specialization.
"Specializations killed a few birds with one stone for us, and gave us access to people we've never worked with," he said.
The elimination of revenue requirements and implementation of a specialization program represents an about face from Symantec's previous channel programs. Previous minimum revenue requirements were between $50,000 and $249,000 for Silver, $250,000 and $2 million for Gold and over $2 million for Platinum level partners.
Cochran said that the new program is driven by overall company goals and strategies, which include profitability, exceptional customer value and revenue-generating solutions. Cochran added that the specializations were intended to differentiate Symantec partners in the marketplace and establish partner loyalty.