Symantec returns to GSA schedule

After a three-year hiatus, Symantec Corp. has placed its products back on the General Services Administration's Schedule B/C, the company announced today.

The Cupertino, Calif., company's entire product line is now available on the 1996-1999 schedule. ASAP Software Express, Government Technology Services Inc., Softmart and Stream are representing Symantec on the schedule. Additional government resellers are expected to add Symantec's products as well, according to Bill Stover, senior director of federal sales at Symantec.

Symantec was one of a number of companies that had objected to the GSA schedule program's financial disclosure requirements and other procedures. Symantec decided to forgo the schedule in 1993 and had not rejoined until now. "Previously, we didn't feel we could meet some of the GSA's requirements," Stover said. "But under the new requirements, we were able to reach an agreement, through our resellers, to add our products to the schedule. The whole process has been simplified."

During its time off the schedule, Symantec sold its products through the open market or on indefinite-delivery, indefinite-quantity contracts.

Symantec's schedule re-entry places such popular products as Norton Utilities and pcAnywhere on a rapidly growing federal sales vehicle. Symantec also will offer Delrina Group's communications and forms automation products through its schedule resellers.

Vendors and agencies have already negotiated multimillion-dollar blanket purchasing agreements via the schedule program. Such deals are "of interest to us," Stover said.

Resellers reported that they were glad to have Symantec back on the schedule.

"We were excited to see them get on the contract this year because we realized it was a big hole in our offering," said Randy Lee, director for government sales for ASAP.

Lee said he expects Symantec's products for Microsoft Corp.'s Windows 95 to be hot sellers, particularly Norton AntiVirus for Windows 95. ASAP had provided Symantec products on the open market during the product company's absence from the schedule.

The schedule is a strong vehicle for Symantec to "increase their penetration of the federal market," added Rick Gunther, ASAP's vice president of sales.

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