Symantec Steals Distributor Deals

By Jessica Davis  |  Posted 2008-07-16 Print this article Print

Symantec aims to boost its profit margin by allowing its largest customers to skip the distribution channel.

Symantec plans to drop distributors from its largest partner transactions and send the business through its largest resellers, Platinum Partners.

Symantec expects dropping distributors from the engagements will improve its margin, company executives told Wall Street analysts in a session on the channel changes, according to a transcript of the meeting obtained by eWEEK's Channel Insider.

"We'll move from a two-tier distribution model to a one-tier for our largest partners," Enrique Salem, Symantec's chief operating officer, told Wall Street analysts. "So if you're a platinum partner, you'll have the opportunity to buy direct from Symantec-because if the distribution channel is not adding value there's no reason to keep them in that part of the equation."

Symantec is offering its biggest customers the option to cut out partners and deal directly with Symantec.



Click here to read the full story on Channel Insider

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at

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