5 Companies That Came To Win This Week

Symantec is moving more than two-thirds of its named accounts to the channel and will rely heavily on its elite partners to close deals with those customers, Symantec executives said this week at the company's North American Partner Summit.

To help solution providers at all levels become more engaged, Symantec also is addressing the complexity of its partner program, aiming to make it easier for partners to understand the rewards and incentives offered across the vendor's product lines. While the company will depend more on its top partners going forward, it also needs partners that play across the entire Symantec product portfolio, said John Eldh, vice president of North American channel sales. Partners who sell specific products, such as Symantec Endpoint Protection, will be offered rewards and incentives for net-new sales.

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