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Symantec and Blue Coat Channels to integrate by March 2017

Yogesh Gupta | Nov. 9, 2016
There’s a well-etched roadmap to integrate products, teams and channels of both security companies, executive says

"Symantec's end point, email and DLP solutions don't overlap Blue Coat's core offerings around network security and cloud. This opens up a colossal cross-sell / up-sell opportunity for channels across the huge installed base of both the companies."

The latest SEP (Symantec Endpoint Protection) 14 is multi-layered endpoint protection from file reputation and behavioural analysis to advanced machine learning AI. "The customers will get these advanced security solutions through channels. We believe Symantec is further opening up the cybersecurity market," Gylstorff adds.

"We are eliminating the primary inhibition of implementing advanced security solutions. The cloud based delivery model through our partners does not require security experts physically operating the equipment," Gylstorff says. The low end of the market will be more receptive to cloud based solutions besides the enterprise segment according to him. This will lead to the emergence of newer channel communities like MSPs, MSSPs, cloud providers in the security market, he says.

Profitability for channels remains the cornerstone of the vendor- channel relationship. Gylstoff agrees as he says, "Both -- Blue Coat and Symantec -- have been running successful partner programs with clear rules of engagement, incentives, technical support and other initiatives. That will continue even after we embark on a joint partner program in near future."

"The value proposition of new Symantec will attract newer partners as they can address a much larger part of security infra for their customers. And the array of security related services especially with cloud solutions throws an additional money-making potential for channels," says Torjus Gylstorff, Vice President, Global Partner Sales, Symantec.


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