Symantec takes on billing role to attract more dealers to hosted model

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Symantec takes on billing role to attract more dealers to hosted model

Microscope contributor

Symantec is stepping up its ambitions in the hosted security space with changes to its partner programme designed to make it easier for resellers to promote security as a service (SaaS).

The expectation in the past is that resellers would specialise in SaaS to be able to underwrite the legal demands of a hosted contract but under changes in the authorised reseller programme the vendor will now offer to cover off the legal side of a deal.

Katie Spurgeon, EMEA channel director at Symantec hosted services, said that because it would have the billing relationship with the customer it reduced the skills required by the reseller.

“There is an opportunity to reach the market through the channel and resellers can come into the lower vends of the programme and become a SaaS reseller,” she said.

She added that although there was still some customer resistance to hosted services that was melting away: “As soon as the customers start using it confidence is restored.”

The vendor also plans to increase the number of bundles it introduces to make it attractive for resellers and customers to promote and buy into the hosted option and will back up the changes to the partner programmes with an enhanced portal.


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