Norton Gears-Up For Value Business

Opening a new front besides its retail push, Norton from Symantec is focusing on value business. The company has identified verticals like education and government as well as SOHO and micro businesses as targets.

 “Our focus so far has been primarily on retail and value business is still in its preliminary stage. However, 2013 will be the year for our intensive value focus,” asserted Ritesh Chopra, Country Sales Manager, Consumer Products & Solutions, Symantec.

For its value business, Norton will focus on companies with 1-15 nodes. The value business will target customers for standalone products without network management console requirement, explained Chopra. “Hence, it will not conflict with the Symantec portfolio.”
Norton in October introduced Internet Security System Builder pack with 5 keys that can be utilized by VARs. “It is exclusively configured for VARs and system builders at a very optimal price. Moreover, its 5 patented layers of protection detect and eliminate threats more quickly and accurately than other technologies,” he added.
Further, it recently launched Norton 360 Multi-Device which is an OS and form-factor independent security suite and can be installed on 5 devices including tablets and smart phones.
The company will introduce more such products for VARs. Added Chopra, “Value partners can leverage on our OS independent security suites which makes Windows 8 up to 50 percent faster and 20 percent safer, according to the recent Real World and Remediation report from AV-Test.”
In addition, it will introduce the revised Norton Champ partner program in January 2013 with bifurcated focus on volume-based and the value-based channel. “We are finalizing the details and are in the stage of understanding the requirements of VARs and education focused partners. The revised program will also reflect our GTM for value business,” he explained.
Norton is currently focusing on top-40 cities for its value business and will leverage on its ongoing 40-cities road-show to target VARs and SIs as well.
The company currently has about 100 VARs and SIs plus 8-10 partners focused on education. “We will add more such partners but have not set any target on the numbers. Value business is all about sanctity and reach to target audience; we do not want to over-populate the value business,” he concluded.

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