Norton is growing with its Partners
Ritesh Chopra
Country Sales Manager, India and SAARC
Norton by Symantec
At Norton, the consumer arm of Symantec, the distribution model is largely Channel-led and, therefore, the partners are very critical of its business in India. While expanding and maintaining a nationwide network is the company’s core priority, it is extremely important for it to keep the partners motivated and involved in every stage of its business.
In line with this, Norton invests significantly in developing and enhancing partner relationships and engages with them on an ongoing basis for a fruitful and symbiotic relationship.
Channel Management
“India is a diverse country and sentiments or preferences across the nation are bound to vary. In general, the channel partners throughout the country are currently concerned about the dip in the sale of PCs quarter on quarter. However, the scenario is different for Norton’s channel partners, as we have adapted and evolved with the latest trends, consumer technology space introducing products and solutions for the new generation of technology innovations such as Mobile and Tablets and risks associated with these,” says Ritesh Chopra, Country Sales Manager, India and SAARC, Norton by Symantec.
With the increased penetration of mobile computing devices, Norton has introduced two security solutions, namely Norton 360 Multi-Device and Norton Mobile Security to provide solutions for the needs of this dynamic market.
Ritesh further says that Norton proactively profiles its channel partners, based on their location, consumer needs in their region and product expertise, to provide a meaningful solution which would help them in growing their business and profits. This approach goes a long way in building strong partnerships and trust and has worked for the company.
Channel Policy...
For Norton, the Channel policy remains constant, though strategies and tactics to achieve the targeted goals may change from time to time. Norton expands its reach beyond its distribution network and effectively engages with the relevant indirect channels. It maintains a strong database of this channel based on market segmentation and their expertise to distribute its solutions effectively in the tier-II and tier-III cities and towns.
Norton's Strong Foothold...
Norton already has a strong foothold in the main markets in India and is also increasingly focussing on entering in newer markets as well as consolidating presence in the tier-II and -III cities. Ritesh asserts, “As a policy, we conduct a primary research and identify the opportunity size of the market before making a business venture. Such research equips us with not only opportunities but also helps us carve a definite strategy in terms of right product and solutions for the market. We work towards identifying new partners basis their strengths and use them to the advantage of our business strategy. To enter any new market, it also becomes essential to install new tools and programmes to kick-start the business with appropriate training for partners to effectively set foot in that market.”
Norton believes in growing with its partners. It constantly engages with its partners to keep them up to date with the current trends in the industry along with relevant product trainings.
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