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McAfee adds structure to partner model

McAfee adds structure to partner model

McAfee is introducing its global SecurityAlliance program to Australian partners to overcome a lack of structure across its reseller channel.

The program will see a boost in sales and technical training, the creation of a partner portal and the introduction of a tiered structure.

"We have worked with partners for a long time but have lacked the structure of a traditional program," McAfee Asia-Pacific marketing director, Allan Bell, said. "That's been an issue for us."

The chief goal, he said, would be to encourage partners to generate greater market awareness.

"We want to encourage more co-marketing - getting the message out to customers that we are a dedicated security company and generating demand," he said.

SecurityAlliance would also encourage partners to pursue enterprise opportunities, particularly for the vendor's Intrusion Protection System, Bell said.

"There are applications for security across the whole market but banking, finance, insurance, telcos and government are all early adopters that make large investments in this area," he said.

Launched in North America, Europe, Middle East and Asia in October, Bell said the local deployment was delayed until now due to infrastructure issues.

"We have been offering some of the benefits of the program here for a while but have not had the back-end services to roll it out in this market," he said. "We are deploying a partner-based CRM system which will allow us to offer resellers additional services."


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