Symantec has rolled out a new specialization for partners selling the company's mobility products, with emphasis on helping channel partners differentiate themselves with secure mobility offerings while at the same time ensuring that those partners are fully up to speed in both the sales and technical components necessary for a smooth go-to-market strategy and effective integration.
"Mobility is a major topic in the industry right now because of its ability to increase productivity and efficiency," said Vizay Kotikalapudi, group product manager at Symantec. "We want to provide in-depth training so that the partners can better serve the customers and build more profitable businesses. We also want to help them grow into additional areas, such as mobile device management and application management, where they can add additional value."
Partners who were selling Symantec's products for mobile security, mobile device management and mobile application management had been gaining access to the product lines through the company's endpoint management specialization. But, participating partners now have 90 days to complete online sales training. Technical training is expected to be rolled out in February or March of next year, at which point partners will be required to complete that training within 90 days of technical track availability in order to maintain access to the mobile product portfolios and the related discounts.
"The online sales training involves an on-demand, hour-long class available free of charge, focusing on product positioning and effective strategies for sales," said Brad Wilson, product marketing manager. "Next, there's going to be a three- to four-day classroom-based technical workshop, culminating in an examination. The technical training is to help establish the integration and support pieces, along with the services aspects that can help raise the partner to a higher level."
The specialization goes live immediately. Symantec has 12 other specializations across the breadth of its product line.
"If you're a partner who is focused on security or endpoint management, these specializations are a strong benefit because they give you credibility with both Symantec and your customer," said Wade Wyant, president of ITS Partners, which builds a channel practice around Symantec in Grand Rapids, Mich. "We focus on device management and security, so this helps us to differentiate against large, generalized VARs, as well as smaller VARs who have relationships with the customers but lack the same level of expertise."
PUBLISHED NOV. 19, 2012