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Dell EMC is not the only vendor pulling two partner programmes into a unified programme and the same challenge has been tackled by Symantec following the Blue Coat acquisition.
The firm is launching the Secure One channel programme this Spring with plenty of emphasis having been put on keeping it simple for partners.
The programme has only two competencies - core security and enterprise security - and four tiers of registered, silver, gold and platinum. The scheme covers the vendor's entire portfolio and as a result is being pitched as a chance for resellers to cross and up-sell.
There are also attempts to provide more margin for partners with opportunity registration on non-standard pricing deals, development funds for gold and platinum partners and the chance to get a performance rebate.
"Partners will have a huge opportunity to cross-sell and up-sell, providing our mutual customers with leading solutions to solve the world’s biggest cyber security problems," stated Torjus Gylstorff, vice president for global partner sales at Symantec.
"Other key initiatives include transitioning Opportunity Registration to a front-end discount only, which ensures that the financials of doing business with Symantec will be more predictable moving forward. We’re also creating new opportunities to earn with a Platinum Performance Rebate, Renewal Incumbency, and by enabling partners to submit an unlimited number of activity proposals for Symantec Partner Development Funds," he added.
The firm is going to share more details with partners as it gets closer to launch in April and Gylstorff said that the cyber security market was worth millions and there were plenty of opportunities for resellers.
"With a $30 billion dollar opportunity in cyber security, we will see massive growth potential in our industry this year. We’re excited about this new era for our company, our partnership and our program, and we look forward to defining the future of cyber security, together," he said.
Symantec agreed to acquire Blue Coat Systems for $4.65bn last June with Blue Coat boss Greg Clark taking over as new CEO of the combined company.