Symantec Makes Big Bet
The company is relying on a group of about 100 or so partners in the U.S., incentivizing sales reps to bring deals through the channel. Meanwhile, channel executives are spending millions on funding head count, marketing and training at large systems integrators. "Our channel and field sales teams used to be separate organizations that were in competition with each other. Now we’re saying it’s one team," Bennett said. "The program is very focused on what is the right route to market or the right channel for all of our different offerings."