Symantec Steals Partner Deals

 
 
By Jessica Davis  |  Posted 2008-07-15 Print this article Print
 
 
 
 
 
 
 

Symantec is stealing business from its own channel partners and resellers, according to the accounts of several partners. Symantec has encouraged several large enterprise accounts to deal directly with Symantec, cutting partners out of the deal, a report says.

Symantec is stealing business from its own channel partners and resellers, according to the accounts of several partners.

The security vendor has encouraged several large enterprise accounts to deal directly with Symantec, cutting partners out of the deal, according to a report on ChannelWeb.

What's more, there's evidence Symantec may do the same with small and midsize business contract renewals.

The move may make sense in a bottom-line, short-sighted sort of way. Apparently Symantec has already sold the proposal to Wall Street, said ChannelWeb. But ultimately, partners, customers and Symantec lose, said eWEEK Channel Insider's Jessica Davis.

Partners, Davis said, deliver more than just product sourcing for customers. Want proof? She sports stats from Amazon Consulting that show that direct deals on contract renewals drive less revenue for the vendor than partner-led deals.

Read the story here on the Channel Insider blog.

 
 
 
 
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 Forbes.com. 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 jessica.davis@ziffdavisenterprise.com
 
 
 
 
 
 
 

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