Symantec is getting out of the consulting business. Beginning Monday, partners will be able to perform security and storage assessments and architectural engagements for customers free of conflict or revenue sharing obligations with Symantec.

Randy Cochran, Symantec’s vice president of Americas channels, announced the shift yesterday on a conference call to nearly 100 strategic storage and security partners. The decision comes directly from CEO Enrique Salem, who made the decision after partner complaints about their inability to make money on professional engagements because of conflicts with the inside Symantec team. In short, Cochran says “we will no longer be in competition with our partners for consultative services.” ...

By turning consulting services over to partners, Symantec believes it will realize greater sales of its security, storage and systems management software licenses. It’s a position shared by some partners who are in a position to pick up the mantle of consulting services, such as Michigan-based Creative Breakthroughs Inc.

“This really allows us to add value back to the VAR and eliminate a lot of the pretenders out there,” says Creative Breakthroughs CEO Steve Barone. “This is what we’ve been waiting for.”

“Symantec not holding the paper is key,” Barone adds. “If we hold the paper, we know that we’ll have all the top-line revenue and that’s more of an incentive for us.”

The type of work that Symantec is turning over in consulting services ranges from security assessments and evaluations, network discovery and needs assessments, solution design and architectural services, and integration services. Symantec will continue to support partners professional services with its internal resources, but much of the existing consulting services team is slated for reassignment.

Read the full article at ChannelInsider.com