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McAfee squares up to mid-market with partner program

McAfee squares up to mid-market with partner program

Security vendor offers rebate incentives, partner tools and better support

Security vendor, McAfee, has rolled out a new mid-market partner program offering rebate incentives, sales tools and support.

Asia-Pacific marketing director, Allan Bell, claimed the mid-market was the fastest growing segment of the security space.

McAfee defines mid-market as organisations between SMB and large corporate which have 51-1000 employees and 1-2 IT staff in-house. Resellers who qualify for the program will get a 7 per cent rebate on sales of any of McAfee's mid-market products to new customers including its Total Protection software and gateway appliances like the Secure Internet Gateway3x00 series. Bell said resellers will need to achieve $US14,000 in sales in order to get the rebate.

Other incentives include a deal registration system, lead generation, free technical support and regular meetings with McAfee's internal account teams.

"We have very focused people working with these partners - the key to this is having quality of relationships," McAfee Asia-Pacific general manager of mid-market, Dave Patnaik, said.

McAfee is also launching a series of mid-market marketing campaigns which resellers would be able to participate in, Bell said, and was providing not-for-sale software and demonstration equipment. Because the program is an invites-only initiative, partners would need to meet certain criteria to be eligible. This includedhaving at least two staff complete sales training, as well as having one technically certified staffer on-board.

McAfee is offering training free to partners.

Patnaik said about 40 local partners had come into the new program.

McAfee would continue to review its partner ranks to ensure it had the right coverage and skills for customers, he said.

"Some of the partners are new; most are existing partners that are already selling into that market but have not had the additional rewards or tools to go after that market," Bell said. "Partners will work with McAfee to develop their plans to go after the mid-market and we will work closely with them throughout the year to help them reach the rebate target."

Bell said McAfee had spent the past year introducing more products targeting the mid-market, including its Total Protection product which could be remotely managed by resellers.


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