10 Top Challenges For Symantec CEO Steve Bennett

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1. Big Reliance On Large Systems Integrators

Symantec is betting heavily on a go-to-market strategy in the U.S. to get the largest systems integrators to sell more of its products in the enterprise space. The company is funneling millions of dollars into FishNet, Accuvant and others to get a seat at the table at enterprises. The funding is for sales and technical head count, demo centers and lead-generation activities. The problem, according to some Symantec partners, is that large systems integrators have a large portfolio and wouldn't hesitate to sell competitor security software to clients.

CRN also has learned that the company is betting big on distributors, doubling down on its distribution strategy with large investments in Tech Data and others for sales and technical head count and marketing dollars. The move is to bolster sales of its Norton endpoint security line among small and midsize businesses.


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