S O F T WA R E
Symantec Partner Programme
What are Symantec Specialisations?
Specialisations are the cornerstone of the Symantec Partner Program and the primary means by which partners can differentiate their businesses – acknowledging their particular areas of expertise, strengthening competitive advantage and increasing profitability.
The Symantec Partner Program is now transitioning to reflect the importance of these specialisations, with all
existing Platinum, Gold and Silver Partners needing to achieve specialisation status in order to retain or advance their partner level.
There is an extensive range of enhanced benefits available to Specialised partners that enable you to develop your skills, increase revenue, extend your market reach, create new business opportunities and provide better support to your customers:
Differentiate your business from competitors and build stronger customer relationships as a ‘go-to’ partner: ■Specialist Certificate and Logo:
Publish your expertise on your website, business cards and collateral, for existing and prospective customers to see
■Promotion on the Partner Locator:
Gain priority listing as a Specialist within the Partner Locator pages of the Symantec website
■Industry-Leading Software
Benefit from Symantec NFR software licences to build your solution expertise. You can also pass on free evaluation software for the latest security and management solutions to your customers.
Accelerate your profitability, with enhanced margin and/or rebates and exclusive promotions. ■Opportunity Registration Rebate Program
Earn attractive rebates when identifying, developing and closing incremental sales opportunities on qualifying products and services
■Opportunity Teaming Plans
Protect your investment with Opportunity Teaming Plans – available on partner-led opportunities and only to specialist partners
■Margin Builder
Receive up to 20% additional upfront margin on eligible SMB solution sales, registered through Margin Builder
■Additional Discount
Additional discount may be made available via Avnet, as your Distribution Partner, on qualifying products
■Partner Marketing Support Centre (PMSC)
The PMSC Team are on hand to help you to make the most of the marketing tools, programmes, promotions and enablement offerings available to you
■Marketing Development Funds
Use Marketing Development Funds to promote your business and generate demand through tools such as Campaign Creator (Symantec’s self-service marketing assets generator) or campaignWORKS (Avnet’s online marketing tool)
■Symplus Rewards
Earn extra rewards in the Symplus Incentive Program on a range of training and sales based activities
■Promotions
Take advantage of tailored promotions that help you drive new business and close more deals.
Maximise your opportunities using new sales, technical and business enablement resources to get the most from
the time and effort you invest in Symantec sales
■Enablement Toolkit
Download Symantec’s comprehensive collection of product tools, documentation and other resources, to help your sales. In addition, this toolkit is an effective resource to help prepare you for Symantec’s accreditation exams
■Symbrain for Partners
Symantec’s interactive tool guides you through the process of finding solutions for a wide range of business problems, enabling you to identify cross-sell and upsell opportunities
■Solution Navigator
Use this customer-facing resource to identify opportunities that may exist in your customers’ IT environment, and the Symantec solutions and services available to meet their needs
■Services Delivery Resource Kits
Learn how to deliver world-class consulting services with the help of the SDRK – containing best practice guides, example documentation, training and tools
■Collaboration Tools
Take advantage of the experience and knowledge of other Specialist Partners to solve issues, share business ideas, best practice implementation experiences and exchange technical information through Symantec Connect
■Specialised Communications
Receive updates and news in dedicated communications, specific to your Specialisation
■24x7 Technical Support
Specialisation Options
Security
Enterprise Security Proven ability to deliver and support endpoint security solutions and capture business opportunities created by the growing range, sophistication and focus of internal and external IT threats.
Endpoint Management Proven expertise with Altiris solutions and commitment to solving customer management challenges and in capturing business opportunities created by IT complexity.
IT Compliance Proven ability to deliver solutions that help customers ensure compliance with IT policies and government regulations, and to capture business opportunities created by regulatory scope and complexity.
Data Loss Prevention Proven ability to help businesses discover, monitor and protect confidential and proprietary information, and to capture business opportunities created by information growth and regulation.
Encryption Proven expertise in delivering solutions that help customers protect information and address today’s stringent privacy and compliance regulations.
The table below shows the Symantec Specialisation accreditations that are currently available – support and training for all of which are available through Avnet.
Minimum number of current Solution Specialisations (excludes Small Business Specialisation)
3 2 1
Achievement of Opportunity Closure Revenue $500 $150 $0
Current Requirements Platinum Gold Silver
Symantec Partner Program Requirements
■Membership of the Symantec Partner Program
■Achievement of required SSE (sales) and SSE+ (technical sales) accreditations
■Achievement of required STS (technical) accreditations
■Completion of Technical Assessment
■Approved Business Plan
■Ongoing Sales and Marketing Activity reporting
■Ongoing maintenance of requirements
Storage
Data Protection Proven ability to deliver solutions that protect customers’ business information and systems, and to capture business opportunities from the transformation of backup and recovery markets.
Archiving and eDiscovery Proven ability to deliver and support solutions to solve customer storage and discovery problems, and to capture business opporutnities created by growing information volume and legal discovery.
High Availability Proven ability to help customers protect their applications and data against unplanned downtime, and to take
advantage of business opportunities created by widespread server, virtualisation and the need for business continuity.
Storage Management Proven ability to help customers manage data growth and improve storage utilisation, and to take advantage of business opportunities created by explosive growth in data volumes and new storage technologies.
Master Specialisation recognises and promotes a qualified Symantec Partner’s advanced consulting, technical and service capabilities in a specialised solution area. Master Specialisations are available in all Security and Storage solution areas for which Symantec offers Specialisation.
Small Business Specialisations Master Specialisations
Small and Midsize Business (SMB) Proven ability to deliver solutions for small and midsize business customers and to capture business opportunities as SMBs adopt more sophisticated IT solutions.
1. Determine which specialisation(s) is best suited to your business.
2. Work with Avnet to attain the required sales (SSE), technical sales (SSE+) and technical specialist (STS) accreditations. These differ by specialisation – log on to your Symantec PartnerNet account –
https://partnernet.symantec.com – to find out more.
3. Contact Symantec to arrange your specialisation field assessment.
4. Agree to the program terms and conditions. This includes reporting of sales and marketing activity, which Avnet can help to support you with.
5. Work with the Symantec team at Avnet to complete and submit a business plan.
For help and support in completing the accreditation process, please contact the Symantec team at Avnet on
01706 898398 or [email protected]. From technical and sales training, through to marketing and financial
support, Avnet helps to make Specialisation as simple and quick as possible.
Achieving Symantec Specialisation
Avnet has developed a number of sales enablement initiatives that will help you to optimise the benefit you drive from your Specialisation status.
Our online marketing tool – campaignWORKS – enables you to take the latest Symantec messages directly to your customers and prospects – quickly, easily and cost effectively. Whatever your area of Specialisation,
campaignWORKS will allow you to ‘go-to-market’ campaigns for your chosen solution area at the click of a button, with a wide selection of copy, artwork and telemarketing scripts to choose from. Log on to
http://campaignworks.avnet.com or contact the Symantec Marketing team at Avnet to find out more and get started.
Avnet has prepared SolutionsPath™Playbook Insight documents for all the Symantec Specialisation solution
areas, which provide you with an informed view of the technology and commercial opportunity. Log on to
www.ts.avnet.com/uk/vendors/symantec to find out more and access these valuable sales support tools.
Contact the Symantec team at Avnet on 01706 898 398 or [email protected] to find out more.
Avnet offers an outstanding pedigree around Symantec solutions. Years of experience with the Symantec product sets translates into simple and effective support for our business partners, enabling you to approach any Symantec project with confidence. And when it comes to gaining the in-house skill sets you need to qualify for Symantec Specialisations, Avnet is there to guide and support you at every stage of the process.
We’ll make you more money – Avnet is commercially focused in any size of IT opportunity, our specially trained
sales teams already help channel partners to spot the attach, up-sell, cross-sell and solution sale opportunity in every deal. We’ll get the basics right too, making sure you get the most competitive pricing at outset, the best logistics options and plug you into the skills and expertise that result in rapid, pain-free roll-out.
We’ll enhance your supplier status – You can trust Avnet to provide the advice and support that will be well
received by your customers, complementing your in-house capability with our own insight to ensure that you specify the right technology and right approach to the business issue every time.
We’ll extend your business reach – You can’t expect to have the skills and resources to suit every opportunity on
the payroll, that’s why Avnet is geared up to extend your capacity in almost every area of technology. Our Partner Services team together with our specialist Symantec Vendor Services team are on hand to support and extend your in-house capabilities.
We’ll enhance your in-house capabilities – We don’t simply support you in the deal, Avnet works with partners
with a long-term vision for our partnership. In practice this means we commit to skills transfer into your business, from sales and opportunity spotting right through to the technical expertise you need for delivery. Our flexible training and skills acquisition options make it easy and cost-effective to build your business with Avnet.
We’ll work with you to find leads and opportunities – Avnet stands shoulder to shoulder with you when it comes
to building a sales and prospect pipeline. Our Business Development Managers and dedicated Symantec Marketing Team are here to work with you on strong go-to-market campaigns. We help with every aspect of lead generation from strategic marketing, through campaign delivery to advice and support with funding.
www.avnet.com/ts/uk To speak to Avnet about any of the Symantec Solutions in this brochure, contact us on: T +44 (0)1706 222180 [email protected]
Avnet Technology Solutions Ltd. 5 The Sterling Centre
Eastern Road Bracknell Berkshire RG12 2PW, UK T +44 (0)1344 662000 F +44 (0)1344 662141 [email protected]
As a leading distributor of computing technologies and services, Avnet Technology Solutions connects its partners to more customers and more solutions. Our comprehensive suite of services and established partnerships with leading technology providers, ensures that you have the right combination of resources to capture new revenue generating opportunities.
■Computer Components
■Display Solutions
■Document Management Technologies
■Embedded Computing
■Networking
■Security
■Server & Infrastructure Solutions
■Server Based Computing / Thin Client
■Services
■Software
■Storage & SAN
■Unified Communications
■Virtualisation
■Wireless & Mobility.
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