Channel Strategy Was Wrong
Partners were encouraged to sell the entire portfolio, regardless of their niche, client base and skill set, Bennett said. The strategy resulted in Symantec spending 41 percent of its revenue on marketing and sales initiatives, compared with an industry norm of 21 percent to 28 percent, Bennett said. It was a pattern that couldn't sustain consistent growth. A new channel structure will be based on partner capability, commitment to Symantec and aspirations for growth, he said.