Veritas unveils post-sale partner strategy and transition deadlines

Veritas has clarified its approach to the channel as it moves forward post sale, namely in indirect sales targets as well as a deadline for its separation.

Under the company’s global channel chief Mark Nutt, Veritas will grow its indirect sales from approximately 78 per cent as it currently stands under Symantec to 85 per cent, according to Brett Shirk, executive vice president of worldwide sales for Veritas.

He said that while the goal is “lofty”, Veritas will narrow its focus as well as provide greater consistency across all markets.

“We’re excited about this opportunity,” Shirk told CDN.  “We are making sure that partners understand this change is a pretty significant undertaking but we have a very solid plan to make that transition both with our customers and our partners.”

He added that the company, which has undergone major account and relationship disruptions as well as the development of separate sales forces since April, has until October 3 to operate independently from Symantec.

Shirk said that no major changes are coming to Veritas’ channel program; the company has switched from volume-based rewards to value-based rewards to focus on managed partners that are “invested in the relationship” through such means as certifications. Meanwhile, it would turn towards distribution partners to work with what Shirk called “unmanaged” partners.

“Our partners have seen a significant uptake in profitability,” he said.

Shirk added that the company is also hoping to simplify its business.

This included bringing in a new buy-in program, new ways of licensing its technology, reducing the amount of skews in the channel by 17 per cent, and introducing a single price list as opposed to multiple ones.

As for the new parent company, investment firm Carlyle Group, Shirk emphasized that the channel as nothing to worry about.

“Carlyle very much bought in on our strategy and focus and is aligned with our vision,” Shirk said.  “We are sure this is the right path for our company.”

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Jim Love, Chief Content Officer, IT World Canada

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Dave Yin
Dave Yin
Digital Staff Writer at Computer Dealer News, covering Canada's IT channel.

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