McAfee tweaks channel engagement

Security vendor, McAfee, has identified a consistent approach to its channel as a key global mandate for 2010.

At its recent FOCUS ’09 conference, McAfee’s senior vice-president of worldwide channels, Alex Thurber, outlined an expanding value-based channel program including the new McAfee Authorised Support Program, McAfee Managed Security Services Program and consistent product categorisations and access tools.

Asia-Pacific director of channels and operations, Gavin Struthers, said the vendor would be constantly evolving partners programs in an attempt to add value.

“The announcement was a reinforcement of our commitment to our channel,” he said. “While, from a local perspective, the globally consistent approach to partners won’t bring about anything new, there will be improvements to existing engagements.”

Struthers said main enhancements locally in the short-term included additional incentives for strongly-performing partners. A tiered pricing model will reward investments into sales and technical resources, while pay-for-performance enhancements will strengthen deal registration and teaming plan programs.

Finally, there will be a new enablement methodology called Ready, Set, Sell, and an accreditation program covering Accreditation, Certification and Enablement layers.

Struthers said the vendor was not looking to change its local partner base or grow it further.

“We want a quality rather than a quantity channel,” he said. “Our goal is to invest in partners to make them as competent as possible.”

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