News

Symantec channel strategy changes on track

Simon Quicke

One year into its efforts to transform the business the CEO of Symantec has heralded its efforts to improve its channel strategy and technology portfolio with the vendor showing signs that the changes are being bedded down.

Last summer the vendor made significant changes to its sales team, splitting into renewals and new business and changing the direct sales outfit to focus on information management or security.

The firm followed that up by taking the wraps off a global channel strategy in November that was based around reseller competencies rewarding those that delivered value to customers by developing their skills. Further details of just how the programme will work should be unveiled at the vendor's Partner Engage event in Hungary next month.

"It’s been a year since we announced our strategy to transform Symantec to get the company on the right path for sustained long-term organic growth. To drive value for our customers and partners, our strategy is focused on three pillars: Offerings, leverage all of the company’s technology assets, plus partner and acquire to deliver innovative offerings that solve important customer problems better than anyone else; Go-to-market, redesign our channel strategy and build our capabilities to improve sales and marketing effectiveness and efficiency; And third, work smart, improve execution by strengthening our processes and infrastructure so we are easier to do business with, execute with more consistency and are more efficient," said Steve Bennett, president and CEO of Symantec.

"To remain competitive in a fast changing market, we knew Symantec needed to fundamentally change. During the first half of 2013, we focused on planning and preparing for that change. We created the offering strategy, completely redesigned our go-to-market plans and functionalized and simplified the organization structure," he added.

The changes to the sales organisation were blamed for the 4% decline in revenue for the third quarter, ended 31 December, to $1.7bn. Most of the product areas were also down as the changes to the sales teams took it tolls. Net income of $358m was up by 13% year-on-year with the firms strategy of reducing spending and slowing its recruitment feeding into that.


Join the conversation Comment

Share
Comments

    Results

    Contribute to the conversation

    All fields are required. Comments will appear at the bottom of the article.