Symantecs plan is to map its partners along the lines of customer market segments. Symantecs channel partners will be categorized by the size of the customer they sell to, not the partners technical ability.
Network Associates new plan aims to take the company to 100 percent channel sales. “At the large customer end, there are only going to be 200 or less accounts, and that number is going to be even less over time, that we will give ourselves the option to take direct. The rest will go 100 percent channel,” said Donna Troy, executive vice president of worldwide channel sales at Network Associates.
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