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CLIENT SECURITY SOFTWARE
The key to Symantec's win was its strong showing in both technical and financial criteria. In the technical category, Symantec earned a score of 85.5 compared with Trend Micro's 85.2, taking three of the four criteria, including the top-weighted product quality and reliability criteria as well as management features, where Symantec outpaced Trend Micro by almost a full point.
"Symantec's newer products are coming out much more enterprise-ready," said David Sockol, president of Emagined Security, a San Carlos, Calif., solution provider that's been a Symantec partner for the past three years.
Symantec also won the financial criteria with a 54.2 rating compared with Trend Micro's 53.4. "Lowering TCO is one of our missions, and something we've focused on," said Brian Foster, senior director of product management at Symantec, Cupertino, Calif.
In the financial criteria, Symantec posted a full point lead over its rival in margins, rebates and spifs. "Symantec will still honor a rebate to the partner that registers an opportunity, even if another partner comes in and tanks the deal," said Pat Edwards, vice president of sales and marketing at Alliance Technology Group, Hanover, Md. "That's a great thing and sends a real message to the partner community that they understand the volatile nature of our business."
What made the contest close was Trend Micro's strong showing in the program and support criteria. Trend Micro posted a score of 69 to Symantec's 68.3, winning five of the six criteria, led by post-sales support, where Trend Micro beat Symantec by 2.6 points. In the one program criterion where Symantec's rating was higher than Trend Micro's—efforts to manage channel conflict—the gap was a solid 1.3 points.
For Sockol, Symantec's strong suit is its willingness to listen to partners and adapt to the rapidly changing marketplace. "The real key is flexibility," he said. "They've been willing to work with us to determine what's right for our clients."
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