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Symantec aims for $1 Bn per year acquisitions

Mike Clesceri, vice president of marketing for Laurus Technologies in Itasca, Ill., said Symantec acquisitions also make things easier for clients.

"Our customers don't want to manage a lot of vendors," he said.

Clesceri also said that Symantec legitimizes the companies it acquires -- which makes those acquired products and services easier for partners to sell. VARs typically don't want to stake their reputations on niche technologies that have a lot of buzz but uncertain futures, but the Symantec name allays a lot of those concerns, Klein said.

"Being an evangelist is not the way to go," he said.

When Symantec combined its own channel program with that of Veritas, it created new processes and procedures that drew the ire of partners -- and Symantec didn't fully fix those problems until last year. Symantec has since learned from those mistakes, Klein said.

"Veritas wasn't the best integration out there, but they've seemingly done a better job with other [acquisitions]," he said.



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