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In addition, Symantec added a new incentive program, dubbed SymPoints. Like a travel mile program, the free SymPoints program provides partners with reward points, which are then totaled in each partners' personal account. Partners can redeem the points for prizes -- which have included an iPad, and other technology toys -- or save them for higher dollar items and travel opportunities. Cochran also said that partners can donate SymPoints to their favorite charitable organization.
Looking back, solution providers contend that Symantec is doing a better job of enabling partners, in part, because they have increasingly considered partners' feedback.
"The best example is the Partner Advisory Council. They're not just feeding us, they're actually wanting to be fed information that's relative. The things that we're talking about actually get implemented," said Kurt Klein, president of Santa Clara, Calif.-based CMT. "With the commitment and the success that we've had, we've probably had louder voice than somebody that's not selling as much. But through our efforts, we're enabling the partners below us."
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