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A number of channel resources have been reorganized and now report to the regions, with a dotted line back to Eldh. The objective is to drive greater alignment and collaboration between Symantec’s field and channel teams as it relates to go-to-market strategies with the partners. His team then developed a tighter framework around planning and execution, by way of joint business plans spanning the field team, the channel team and the partners themselves.
“In order to drive growth and market share, we have to create new levels of interaction with our partners to drive greater collaboration, greater loyalty, and be able to take advantage of the leverage of our combined value proposition,” he added. “So part of that is about teaming. Part of it is about the subprograms that we offer through our partner program. But, much of it is about listening and becoming more in tune with their needs. We have a very strong partner centric culture, and I want to build on that.”