Symantec in deal registration pilot

Security software giant Symantec will pilot an “opportunity registration” program with a handful of its Silver partners over the next few weeks.

Previously, opportunity or “deal registration” services were only available to its Gold and Silver partners.

Online registration systems allow partners to register prospective deals with the vendor, which in theory protect partner profit margins.

Under the existing program – which had been running for the past six months - resellers that identify a close a deal earn a nine percent commission from Symantec for the sale.

If a competitor wins the business, a reseller still earns a three percent commission for its trouble.

David Blackman (pictured), regional director, alliances and channels at Symantec, said Silver partners involved in the pilot would be selling Symantec’s Backup Exec and entire anti-virus software lines.

Symantec has more than 300 “Silver” partners on its books. These companies are generating at least US$60,000 in Symantec sales revenue per annum.

The company would select pilot partners based on their revenue generated from Symantec product sales, he said.

Around 90 percent of Symantec’s Gold and Platinum partners use the existing registration system.