McAfee unveils channel vision and strategy

Bengaluru: McAfee outlined its 2010 channel vision and strategy addressing a room filled with over 300 partners at Focus 09, McAfee's annual user conference. Focus celebrated McAfee's first 'Global Partner Day'. An announcement was also made regarding a series of initiatives designed to help its partners capitalize on the recovering economy and the ongoing need for more security in every aspect of contemporary business environment.

During his keynote, Alex Thurber, Sr VP-Worldwide Channels, McAfee explained the channel strategy and vision for 2010. The guiding principles of the strategy involve developing a consistent worldwide channels program that is recognized as world-class. The program delivers a value-based, enabled, productive and profitable channel to support a mutual global customer base.

Thurber went on to describe specific elements of the strategy regarding the development of a value-based channel program, with an ongoing focus on ease of doing business and ensuring that partners are rewarded for the investments they make in their relationship with McAfee. He continued with a discussion on new rules of engagement as well as the new McAfee Authorized Support Program, McAfee Managed Security Services Program, US Federal Program, and consistent product categorizations and access rules.

“SynerComm recently joined the McAfee SecurityAlliance partner program through the Secure Computing acquisition,” said Mark Sollazo, CEO, SynerComm. “During this partner event, I was impressed with the strong executive leadership and technology vision that was presented. These new programs and strategies will help SynerComm uncover new business opportunities for increasing revenue,” he said.

Towards the actualization of the strategy, immediate steps are being taken to help improve partner profitability, and to help partners gain a competitive advantage and get ahead of the impending economic recovery. Program enhancements include various factors such as tiered pricing model, pay for performance, a new enablement methodology called 'Ready, Set, Sell', and accreditation program. The latter can be summed up as accreditation, certification, enablement (ACE).

Overwhelmed by the participation at McAfee's first Global Partner Day, Thurber said, “McAfee is committed to educating, enabling and empowering our partner community so as to address the broad security needs of our mutual customers. I look forward to collaborating with our partners as we drive upcoming enhancements around global program simplification, partner profitability and partner enablement.”