SPN Partner Program - Agency Buying Model

As this is my first post, please allow me introduce myself…

My name is Mark Alba and I work on the SPN team, responsible for partner product management.  You may be asking yourself, “What exactly is partner product management, Mark?” Or maybe you could care less.  At any rate, let me explain. Partner product management develops the business models and tools required by our channel partners to deliver software-as-a-service solutions to their customers.  We spend a lot of time with partners learning what works best for their business. We’re a listening bunch.  

With that introduction, I’d like to provide an overview of the SPN agency buying model currently used by our partners to deliver SPN services to their customers.  In future posts, I will discuss other buying models and would love to get your thoughts on what works best for your business.

The SPN agency buying model allows partners of all sizes to leverage the Symantec Protection Network platform for full automation of customer sign-up, service provisioning, monitoring and billing. The agency buying model was built to support the “customer acquisition” stage of the SaaS selling process, where customers are able to evaluate SPN services through the use of trial and low cost paid plans. As with any technology deployment, customers at the evaluation stage of a SaaS solution require partner support to extend the initial pilot into the rest of the customer organization. The agency model allows partners to build the value of the customer over time without incurring the order management costs required to support a limited, low dollar customer pilot. 

The following flow chart provides (a very high level) overview of the dynamics of the agency buying model.   

Partners transacting through the SPN Agency model are compensated based on a percentage of their customers’ revenue throughout the life of that customer using Symantec Protection Network services. Partners are paid monthly commission for the initial service purchase, service upgrades, renewals, and purchase of additional Symantec Protection Network online services.

If you are a partner and want to learn more about the SPN Partner Program, buying models or how to participate, check out our partner page.

http://www.symantec.com/partners/theme.jsp?themeid=spn.