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Symantec is putting a tender out to distribution to attract partners that are willing to specialise and put the resources behind selling the vendor's enterprise security product portfolio.
The tender for enterprise distribution partners is being rolled out across 13 countries with a shortlist being whittled down by the end of this month and the final list of those appointed emerging at the close of February.
The vendor has made the decision to make the move following the expansion of its enterprise portfolio following the acquisitions for PGP, Verisign and Guardian Edge.
The enterprise products include the compliance solution, managed security services and enterprise protection suites.
Jamie Farrelly, EMEA value distribution manager at Symantec, said that it wanted to change the way it sold enterprise products promoting specialists rather than those that sold both its volume and high-end range.
"The more successful the channel is being committed to the vendor with focus and specialisation the more we will druive dramatic rewards," he said.
He said that it currently had 50 distribution partners across the territory and it was looking to rationalise but no figure had been put on the number of distributors that it was looking to appoint as the enterprise level.
"We are looking to rationalise and we want to have the right partners," he added that the tender was open to existing distributors and new names could apply or could be invited to participate in the process.