Following reports circulating this week that security firm Symantec is planning to reduce its channel, cutting out partners altogether for some of its largest accounts (see Sophos story below), Symantec’s VP for EMEA channel, Jason Ellis, has spoken out to refute the claims.

“We are not changing our strategy and are not taking high end deals direct,� he tells CBS:

“Symantec’s customers have always had the opportunity to buy direct, in all of our segments. Based on feedback from our partner community to provide more clear ‘rules of engagement’, we have clarified with our partners that only our top named account customers have the choice to take their business direct. We have not made any compensation, discount or programme changes that would incentivise a customer one way or the other. We also maintain a two-tier distribution strategy and like many other vendors are now allowing our Tier 1 partners to fulfil enterprise flex or enterprise site license contracts directly with Symantec to streamline the process.�

He continues: “From an SMB perspective we continue to invest in automation that will drive efficiency in how we work with our partners to capture ongoing renewal business in the SMB customer segment. Our 60-day renewal notice to our customers encourages the customer to renew, with their partner, and provides information on the reseller of record. At 30 days, we remind the customer to renew - either through their partner, or online.

“We constantly evaluate our processes, taking into account partner needs and customer needs with the goal of ensuring our broad portfolio of solutions are effectively distributed to the complex set of customers we and our partners serve. Our partners are an extension of our sales force, and we will always be a channel-led company,� he adds.

In a release today, competitor Sophos pointed to Symantec laying off two key channel roles - Marlene Williamson, VP of Americas marketing and Erna Arnesen, VP global SMB and industry and partner marketing.

Yet Ellis says: “Year on year we have increased headcount and investment in our channel organisation both at EMEA and country level.�
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