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10 Things To Watch For From Symantec's Interim CEO Richard Hill

Here's a deep dive into why Symantec CEO Greg Clark left abruptly and how interim CEO Richard Hill plans to address challenges around channel performance, closing deals, and the company's enterprise security pipeline.

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6. Hill Has Set Ambitious Sales, Productivity Goals

Hill said his top priority at Symantec is to increase revenue by as much as 5 percent, which he intends to accomplish through demand generation activities that help fill the pipeline. Specifically, Hill said he plans to improve the rate at which Symantec closes business through a combination of improved processes and communication.

In addition, Hill said he wants to increase Symantec's overall productivity by 20 percent on a year-over-year basis. In pursuit of that goal, Hill said Symantec has analyzed every line on its income statement, balance sheet and cash flow statements.

Hill said every member of his staff will own not only the targeted result, but also the task of implementing programs to achieve that goal.


5. Hill Plans To Address Struggles Around Forecasting, Closing Business

Hill said Symantec needs a more routine week-to-week process during the quarter that involves more interaction between the product groups and the sales organization. Additional cross-functional communication will help Symantec more precisely identify opportunities and focus the resources needed to close business, according to Hill.

Symantec can't rely only on its 550 official sales reps to close business, Hill said. And up until now, Hill said the use of Symantec's broader support organization to close business has been disconnected and a little too ad-hoc rather than systematic. Symantec has put in a process to change that, Hill said.

Symantec has specifically struggled on the front end of new business forecasting, according to Enterprise Products Executive Vice President and Genearl Manager Art Gilliland. Gilliland said the company intends to focus on improving process, improving inspection, and using more analytics to drive the forecasting process.

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