Symantec VARs Seek Substance On Impact Of Veritas Buy

Symantec began touting its “information integrity” concept that information must be both secure and available in its communication with partners well before the merger with Veritas closed. But VAR partners attending the vendor&s PartnerEngage meeting in Scottsdale, Ariz., this week want the Cupertino, Calif., company to move beyond messaging and start providing concrete details.

“What I expect to come back with is a better picture of what the Veritas acquisition means to partners and how to go about supporting that product line,” said Gary Cannon, president of Advanced Internet Security in Colorado Springs, Colo.

Jonathan Dambrot, managing member of Prevalent Networks in Bridgewater, N.J., said Symantec&s information integrity message makes sense, but he hasn&t fully committed to taking on the entire Veritas line. He wants more details on Veritas and how it will fit in with Symantec&s products. “I&m not sure we will take on the full Veritas line and move into storage,” he said. “We have to see if it makes sense for Prevalent.”

David Sockol, president and CEO of San Carlos, Calif.-based Emagined Security, said he, too, needs to know just what the Veritas acquisition will mean to his business. “How will they handle accounts management?,” he wondered. “What&s happening with product bundles and new products? These are the major focuses for me.”

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They should not walk away disappointed, said Randy Cochran, vice president of channel sales Americas for Symantec. “This meeting is all about the execution,” he said. “We have to talk about what this acquisition means to our partners, but we also have to deliver the right programs and products to help our partners grow their businesses.”