Symantec Set To Unveil 'Big Bets' Global Partner Program


Symantec is set to roll out a multi-tiered global partner program that includes elements of a new "Big Bets" partner pilot program under which the company has invested heavily in an elite group of system integrators, CRN has learned.

The global partner program rollout comes on the heels of a pilot program under which Symantec has made multimillion-dollar investments in 10 of the largest security solution providers in the country, including Accuvant, FishNet, Novacoast and CDI, CRN has learned.

The investment in partners in the Big Bets tier includes funds for sales and technical headcount, demo centers, and lead generation activities, said Symantec Channel Chief John Eldh, in an interview with CRN.

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Eldh confirmed details of the Big Bets program and the imminent rollout of the global partner program. The company declined to name the other partners in the newly created elite tier.

Symantec's aim with the global partner program is to get more partners to step up under the tiered partner program to establish themselves at the high-end where the "strategic benefits are akin to the current Big Bets pilot run," Eldh told CRN.

Symantec sales reps receive as much as a 10 percent-commission uplift for deals that involve partners in the Big Bets tier. The incentive plan is also being extended to other partners in a newly established Focused tier consisting of 80 to 100 regional VARs that have expertise in specific product areas and can carry out broader technology implementations.

The goal of the Big Bets program and the new partner program is to get the field to go first to the partner and drive exponential growth to deliver a mutli-fold return for Symantec, Eldh said. It is about driving engagement, opportunity planning, deal planning, territory planning, pipeline and demand generation that the company has never seen before, Eldh said.

"We're trying to get focused on a set of partners that we believe have the technical capability and competencies to help us best delight the customer base and also has the scale and reach to help us all grow," Eldh said. "This does not mean that we are eliminating, alienating or not working with our whole partner ecosystem. Everybody still has the ability to sell the solutions."

Symantec is expecting a 10- to 20-fold return on its strategic investment in those 10 Big Bet partners and has already seen explosive sales growth from the Symantec investments under the pilot program, said Eldh.

The Symantec investment in partners in the Big Bets tier is significant, providing, co-marketing material, technical sales assistance, training and additional headcount, said Dan Thormodsgaard, vice president of solutions architecture at FishNet Security.

"We see this as an opportunity and I think it's a win-win on both sides," Thormodsgaard said. "Symantec is dedicating resources, allocating money and investing heavily in the partners."

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