In an analyst event on Apr. 22nd in London, Symantec outlined their new Partner Management concept – increased focus on a decreased number of partners.
Channel partners are the lifeblood to Symantec’s sales and already contribute ~85% of the business in EMEA - which is expected to increase. This is split into segments; Small Business, which Symantec simply classifies by deal sizes below $5k, Commercial Business, which is above that threshold, and Enterprise Business with named accounts. To better execute on this segmentation Symantec has introduced a new dedicated SB (Small Business) organization and the cross-segment role of Business Development Managers to their ranks.