Symantec channel explained

With some exceptions it breaks down like this: Symantec software partners and Premier software partners are product shifters who receive little account management or sales support beyond the web, while larger partners get field account management and lots of free training.

Requirements
Q: Minimum qualification requirements at each tier for UK partners
A: Enterprise Security Partner (ESP) - have at least two qualified Symantec Certified Security Engineers or Symantec Certified Technology Architects, or one of each in two separate security categories and two Symantec sales specialists. They are VARs with proven experience providing security solutions to large enterprises; have to demonstrate highest technical capabilities and commitment to investment by gaining certification in Symantec security solutions.

Enterprise Administration Partner (EAP) -have at least two qualified Symantec Technical Professionals for Enterprise Administration products and two Symantec Sales. They are VARs with proven experience in delivering systems management or storage solutions to medium and large companies. They possess dedicated systems management or storage services practices and are able to demonstrate highest technical capabilities, Enterprise Solutions Partner (ESolP)- must have at least one employee with Symantec technical certification and two Symantec Sales Specialists. These are VARs with strong focus on SMEs, they must be able to deploy and integrate multi-vendor security solutions and demonstrate other areas of technical expertise.

Enterprise Sales Partner (ESalP)- Volume license resellers that focus on medium and large companies - they must have proven experience selling security and enterprise admin solutions.

Premier Software Partner (PSP) - manage large retail, mass merchant and mail order resellers.

Software Partner (SP) - security, systems management and storage solutions resellers that serve small businesses and consumers.

Benefits
Partner benefits obviously vary depending on your partner status, but include:
Field account management for Enterprise Sales Partners and Enterprise Administration Partners.

Access to pre-sales organisation for Enterprise Sales Partners and Enterprise Administration Partners.

Symantec sales support over project lifecycle to Enterprise Sales Partners and Enterprise Administration Partners.

Access to inside account management for all except Premier Software Partners and Software Partners.

Access to leads to all except Premier Software Partners and Software Partners.

Technical support in accordance with Symantec Agreement to Enterprise Sales Partners, Enterprise Administration Partners and Enterprise Solutions Partners: Participation in pre-release programme; Free instructor led technical training; Free self-paced technical training.

Participation in Beta programme for Enterprise Sales Partners and Enterprise Administration Partners.

Onsite sales training for Enterprise Sales Partners, Enterprise Administration Partners and Enterprise Sales Partners.

Access to PartnerNet to all partners.

Representation on PartnerLocator for all except Software Partners

Involvement in customer testimonials to Enterprise Sales Partners, Enterprise Administration Partners and Enterprise Solutions Partners

Access to product road map and advance product info to all except Software Partners.

Symantec software for use on internal systems to all except Software Partners.

Free evaluation software to all except Software Partners<.P Access to hardware demo units to all partners.

Business development and marketing support for all except Premier Software Partners and Software Partners.

Q: Do all partners buy through distribution?
A: All partners should buy through Distribution - we have no direct contracts with any resellers.

Q: What incentives are you offering to tempt resellers to your channel?
A: Symantec offers a range of incentives to its resellers, and these are constantly reviewed and updated. Current offerings include 'IT Helpdesk in a Box' and 'Symantec Small Business Security'.

UK channel
Q: How many UK resellers currently partner with you?
A: Symantec currently has approximately 1,500 resellers in the UK.

Q: Are you recruiting resellers?
A: Symantec recruits resellers via its portal, "PartnerNet", which was designed exclusively for Symantec partners and provides 24x7 access to resources that help partners sell and support Symantec solutions, including sales and marketing tools, licensing and pricing information, product launch kits. It is a password-protected portal, available in nine languages, also providing training and certification materials.

Q: Online application form?
A: here Symantec

Distribution:
Q: Can you list your current UK distribution line up?
A: UK Value Added Distributors: UK: Unipalm and Intechnology; Ireland: Unipalm.

A: UK Broadline Distributors: UK: GEM Distribution, Ingram Micro, Computer 2000, IDEAL, Computers Unlimited.

A: Ireland: Sharptext and Microwarehouse

Q: With what products are you targeting the SMB market
A: Symantec offers its small business customers small office packs (5 user packs of the Norton products, which are non networkable), as well as small business packs (5, 10 & 25 user packs, centrally managed and networkable) of Symantec AntiVirus, Symantec Client Security, Symantec LiveState Recovery, Symantec pcAnywhere. In addition to this, Symantec offers a value licence programme, providing all of the aforementioned business packs, plus Enterprise products. Key products here would include Brightmail AntiSpam, Ghost Solution Suite etc Q: Are these products in free supply?
A: Yes - all can be purchased through our Broadline Distribution and do not require certification to sell. µ