A few Symantec solution providers have recently been complaining about treatment received by the company compared to treatment received by major account resellers and plan to voice complaints with Symantec’s executives. 

According to solution providers, the worst part of the program is Symantec’s deal registration system that does not shield them from overly competitive pricing.  The partners claim that the security and storage vendor’s deal registration program gives them six months to close a registered deal.  When the six-month period ends, the deal becomes a free-for-all again.  To top it off, at this point the solution provider cannot renew the deal.   

Solution providers say that six months is not an adequate sales cycle.  Without opportunity registration, the deal can be taken by someone with a lower bid.  All the other solution providers have to do to “steal” the deal is come to Symantec to get the pricing then bid a few points lower and win.

Some solution providers are reporting that they have had no problem with this policy by Symantec.  They claim that if the work is done, there is no issue with renewing a contract.  Julie Parrish, the vice president of global channel sales and strategy at Symantec claims that the six-month rule for solution providers only applies to a limited number of deals, and that when the term expires, there is a re-registration opportunity.

Other representatives from Symantec reiterate that partners can re-register deals that have expired as long as they have had acceptable activity with the relationship.

For more information on this developing story for solution providers, visit the attached link. 

Added By:  Joshua Feinberg