Symantec is stepping up its ambitions in the hosted securityspace with changes to its partner programme designed to make it easier forresellers to promote security as a service (SaaS).
The expectation in the past is that resellers wouldspecialise in SaaS to be able to underwrite the legal demands of a hosted contractbut under changes in the authorised reseller programme the vendor will nowoffer to cover off the legal side of a deal.
Katie Spurgeon, EMEA channel director at Symantec hostedservices, said that because it would have the billing relationship with thecustomer it reduced the skills required by the reseller.
“There is an opportunity to reach the market through thechannel and resellers can come into the lower vends of the programme and becomea SaaS reseller,” she said.
She added that although there was still some customerresistance to hosted services that was melting away: “As soon as the customersstart using it confidence is restored.”
The vendor also plans to increase the number of bundles itintroduces to make it attractive for resellers and customers to promote and buyinto the hosted option and will back up the changes to the partner programmeswith an enhanced portal.