continued from page [ci 1]
increasing channel con ict were recurring ners, Symantec was using access to credit as “We feel like we’ve taken market share
themes. a means of pressuring its partners to only sell from Symantec in the midmarket, but the
“There’s a huge crack in [Symantec’s and Symantec security products. secondary and tertiary vendors have taken
McAfee’s] armor because the customers are “We’re not ghting with our competition; more,” King says.
so tired of the performance issues,” says John we’re ghting cyber-criminals,” Kaspersky Even CA is trying to get back into the se-Ross, vice president of solutions architecture says. “The major goal is to win over cyber- curity and anti-virus game. Last summer, it
at GreenPages Technology Solutions, a large criminals. The second goal is to win over our took the wraps o its Internet Security Busi-account reseller in Kittery, Maine. competitors with the big help of our friends ness Unit and launched a separate channel
Symantec has su ered a litany of mistakes [partners]. And our third goal is making program exclusively around security, and it
and meltdowns in recent years. Following money on all that.” is aiming to grow its market share through
its acquisition of Veritas for its storage man- Kaspersky isn’t the only vendor taking competitive displacements.
agement software, Symantec botched the aim at Symantec. McAfee, though criticized “I’m amazed at how many vendors believe
implementation of an ERP platform that was by solution providers for having declining they own their customers. If the partner tells
intended to unify the companies’ security margins on its products and poor support, a customer to move o McAfee or Syman-and storage o erings in one uni ed ordering is continuing to attack Symantec in the tec, they’ll move o ,” says George Kafkarkou,
system. Since taking on Veritas, partners and enterprise and high end of the midmarket. head of CA’s security business unit. “That’s
end users have complained that Symantec’s McAfee as much as any other security ven- why everything we do is geared toward en-security software products—par- abling the partners.”
ticularly client-based anti-virus—have Solution providers say that when
“Symantec—whether they want
become increasingly ine ective in de- dealing with new customers they are
tecting and cleaning malware infec- displacing Symantec and McAfee, and
to admit it or not—is worried
tions, whiletaxing CPU. they are changing over existing cus-
about their market share, and
Symantec has spent more than 18 tomers to Kaspersky, Sophos or AVG.
months trying to recover from the Spencer Ferguson, president of Wa-
you can see it in the spiffs
ERP catastrophe—and rebuilding satch Software, in Salt Lake City, moved
con dence around its security prod- nearly 90 percent of his customers to
ucts with Endpoint Protection Version Kaspersky because of the performance
President and CEO
11 for businesses and Norton 360 for improvements and lower cost. Other
consumers. The acquisition of Altiris Maple Grove, Minn. solution providers say they’re making
gives Symantec a strong foothold in similar moves when Symantec and
security con guration management McAfee license renewals come up.
capabilities. And it’s developing a strategy for dor capitalized on Symantec’s recent woes “It’s an easy sell as long as you show the
data loss prevention through its acquisition of and took customers and market share away. ROI and value,” Ferguson says.
Vontu. Roger King, executive vice president of Neither Symantec nor McAfee say they’re
“I think you’ll see a nice rebound as we worldwide channels at McAfee, says the worried about any competitors, but solution
move into 2009. We’re already seeing a re- company’s recent addition of Secure Com- providersdisagree. Manysaythey’re watching
turn of customers as well as net new cus- puting’s appliances—particularly its Secure Symantec take moredeals direct and McAfee
tomers,” says Randy Cochran, Symantec’s Firewall, formerly known as the Sidewinder become increasingly di cult to work with.
vice president of channels for North Amer- G2—will make it a strong competitor against Some even say that their eld sales teams are
ica. “Anti-virus is good, but that’s just the en- its primary targets: Symantec, Check Point openly complaining about the competition
try point. You have to have the 24/7 posture and Websense. “We are going to be aggres- from beneath. This has many solution provid-that Symantec has. sive and disruptive,” he says. ers more willing to present smaller security
“Mistakes have been made along the Symantec and McAfee are both several vendorstotheircustomers.
way,” Cochran adds. “But no one at Symantec orders of magnitude larger than any of their “Symantec—whether they want to
wakes up in the morning and says we have to secondary and tertiary competitors. King recog- admit it or not—is worried about their
go out and take advantage of the channel.” nizes market share and channel gains by smaller market share, and you can see it in the
It’s a position that Eugene Kaspersky glee- rivals such as Kaspersky and Sophos, but be- spi s they’re o ering,” says Shane Vinup,
fully disagrees with. While he was announc- lieves their gains are limited to the midmarket, president and CEO of CyberAdvisors, in
ing more liberal payment terms to his part- where McAfee doesn’t competeas well. Maple Grove, Minn. CI