Symantec takes deals direct, cuts channel partners out of the loop

By  Channel, direct sales, partner

There's a lot of speculation and commentary about Symantec's latest move, which may be good for some--and good for Symantec--but devastating to some channel partners with big contracts.

The company has made a decision to ofer their largest customers an option to cut out their channel partners, and deal direct with the company; the same deal may also be extended to smaller customers coming up for renewal. Without renewals as part of the deal, channel partners don't have a lot of incentive left to sell Symantec. And while Symantec may think it's going to save big bucks on commissions, some studies say otherwise, indicating that customers tend to buy more when renewing with a channel partner rather than dealing direct.

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