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Symantec Warns VARs About Limiting Prospects
SecurityProNews
Staff Writer
2006-07-19
 Insider Reports RSS Feed
The sales team at Symantec, taking a hard look at opportunities within the value added reseller (VAR) market, indicated that its security partners need to be more aggressive in looking for opportunities to expand their offerings.
"We are not opportunity constrained," vice president of channel sales Randy Cochran told IT Business Canada.
Asking knowledgeable security partners to keep an open mind on "logical extensions" to maximize front and back end margins.
Cochran believes VARs should be able to knowledgeably manage between 12 and 15 of Symantec's 100 products, a three-fold increase in the current average.
The opportunities for expansion will lie, according to president of worldwide sales Tom Kendra, in increasing compliance regulations that impact larger and growing companies, especially among the publicly traded firms.
One growth market, is the email archiving business as companies struggle with compliance in this area.
The fact that compliance is complex and challenging bolsters an assertion by channel partners that customers will need security experts and software providers like Symantec.
Clients cannot be expected to be experts in all areas, which is where the VARs have an opportunity to expand their product offerings.
Symantec runs a Control Compliance Suite Tech Center at its website to address issues related to RMS Console, bv-Control, bv-Admin, bv-Compliance, and Compliance Management.
Members can up their knowledge of operational considerations in environments like SQL, Exchange, and Oracle.
The Compliance Suite also includes information on product training by country, and certification programs.
About the Author:
SecurityProNews is a daily online and email publication focusing on internet security issues.
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