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.