McAfee consolidates distribution channel

Security vendor, McAfee, has rationalised its distribution model, cutting itX and opting for Ingram Micro as one of two main distributors.

McAfee director of channels and operations Asia-Pacific, Gavin Struthers, said the rationalisation process was a result of its acquisitions over the past couple of years.

“We accumulated additional distribution partners as a result,” he said. “We went through an exercise towards the end of last year around consolidating down to two core distributors for our go-to-market in Australia.

“It also acknowledges that having fewer distributors gives us a lot more leverage in the market.”

Westcon Group also distributes McAfee products and has been retained. However, former sole distributor for Secure Computing products prior to the McAfee acquisition, itX, was dropped. ARN understands the vendor also had several smaller distribution partners, but Struthers declined to provide further details.

McAfee approached a number of distributors and asked them to respond to several categories such as driving focus in the mid-market; the ability to provide lead generation and investing in additional resources, Struthers said.

“We rated them and we felt that both Ingram and Westcon were suited to what we wanted to achieve,” he said. “We’re banking on two distributors to take our broad products to market.”

McAfee has also appointed former Trend Micro staffer, Sam Laverty, as its distribution account manager.

“We’re putting together go-to-market and demand generation plans for our two distributors,” Struthers said. “Laverty has had a lot of experience with distribution.”

In a statement, Ingram enterprise technology group general manager, David Lenz, said the McAfee range complemented its enterprise technology portfolio.

“McAfee has recognised our ability to provide the level of understanding of this market and technical expertise required to help resellers to sell sophisticated enterprise solutions – including security solutions,” Lenz said.

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