Bennett, who took the helm at Symantec 18 months ago, unveiled the new Symantec strategy last year. The restructuring was aimed at eliminating redundant management positions and focused on more tightly integrating various point products. He said 2014 will be another major transition year for the company.
A new Symantec coverage model impacts more than 90 percent of the company's direct sales force. The sales organization was changed to focus on new business with a specialization in selling either information management or information security. In addition, Symantec created a centrally managed renewals team.
"Any channel initiative creating some sort of incentive compensation program to encourage larger more integrated relationships with partners is a great idea philosophically," said Ric Hughes, CEO of Hunt Valley, Md.-based System Alliance Inc. "They took the entire Symantec field sales organization and made dramatic changes to their coverage models, geography and size of accounts, and it's all going to take time to iron out."
Alex Moss, managing partner of Conventus, said his consultancy, which works with large, high-profile retailers and other enterprises, was not selected to the elevated Big Bet-tier level, but added his firm is confident that over time it will gain more visibility. All the pieces are in place to provide post-sale credibility into the presales environment, Moss said. From a growth standpoint, Symantec license growth in the last eight months has tripled, he said.
"I'm optimistic the new model will work," Moss said, noting that he has hired a marketing specialist to help raise Conventus' visibility within Symantec. "People that resell Symantec software can still resell it and make margin, and people investing in selling full solutions in helping solve problems will be rewarded for their role as well."
PUBLISHED JAN. 31, 2014