|
| Recent Articles |
Citrix Survey Gives Insight To VARs
According to the findings of a survey from Citrix Systems, "state and local government Information Technology (IT) executives...identified price, service, and response time as their most important IT purchasing decision criteria."
WatchGuard Introduces VAR Incentives
A leading provider of Unified Threat Management
solutions, WatchGuard Technologies, Inc., announced
enhancements and updates to WatchGuard Secure Partner,
its award-winning program....
No Soup For You!
A missive from the "sales follies" department. Joel
Snyder, from NetworkWorld,
was trying to help a consulting client of his choose
an email security system...
Ingram Unveils Service Renewal Portal For VARs
Ingram Micro Inc. announced a new Reseller Services
Portal value-added resellers (VARs), powered by
MaintenanceNet. The new web portal, available to US customers, automates IT product service renewal...
Consulting
Firms: Should You Be a Product Reseller?
In this article, we'll explore the two schools of
thought on whether computer consulting firms should
resell products. Some consulting firms want to be
pure...
E-Backups Picks Up 20 New VARs
E-Backups a wholesale provider of branded HIPAA
compliant, remote back-up software, services and
managed storage, was selected by twenty VAR's to
be the remote back solution of choice...
|
|
|
07.19.06
Symantec Warns VARs About Limiting Prospects
 By Jason L. Miller
The sales team at Symantec, taking a hard look at opportunities within the value added reseller (VAR) market, indicated that its security partners need to be more aggressive in looking for opportunities to expand their offerings.
"We are not opportunity constrained," vice president of channel sales Randy Cochran told IT Business Canada.
Asking knowledgeable security partners to keep an open mind on "logical extensions" to maximize front and back end margins.
Cochran believes VARs should be able to knowledgeably manage between 12 and 15 of Symantec's 100 products, a three-fold increase in the current average.
The opportunities for expansion will lie, according to president of worldwide sales Tom Kendra, in increasing compliance regulations that impact larger and growing companies, especially among the publicly traded firms.
One growth market is the email archiving business as companies struggle with compliance in this area.
The fact that compliance is complex and challenging bolsters an assertion by channel partners that customers will need security experts and software providers like Symantec.
Clients cannot be expected to be experts in all areas, which is where the VARs have an opportunity to expand their product offerings.
Symantec runs a Control Compliance Suite Tech Center at its website to address issues related to RMS Console, bv-Control, bv-Admin, bv-Compliance, and Compliance Management.
Members can up their knowledge of operational considerations in environments like SQL, Exchange, and Oracle.
The Compliance Suite also includes information on product training by country, and certification programs.
About the Author:
Jason L. Miller is a staff writer for WebProNews covering technology and business.
|
