McAfee Enhances Worldwide Channel Program
Two new margin programs join the list of SecurityAlliance benefits.
By Cecilia Galvinalvin
Last fall, Santa Clara, Calif.-based McAfee Inc. pledged to forge a deeper relationship with its partners. In measured steps, the security technology provider has made good on its promise.
Earlier this year, McAfee restructured its SecurityAlliance partner organization with margin-, business-, and profit-building programs such as deal registration, tiered pricing, market development funds, and incentives not only for partners, but their sales reps and sales engineers. Now the company has enhanced its offerings “to ensure we deliver a fully enabled and profitable channel and make it easier for our partners to do business with McAfee,” says Alex Thurber, the company’s senior vice president of worldwide channels.
Two new offerings are margin programs: Deal Protection and Incumbency Advantage. The Deal Protection policy states that if an opportunity has been approved as a deal registration, or if an approved applicable teaming plan is in place with a McAfee partner, quote exceptions or special pricing will only be offered to the original McAfee partner. So for this target opportunity, the policy offers deal protection for the authorized partner. Similarly, the Incumbency Advantage program offers a registration option that provides additional margin to the reseller that closed the original business.
Other plans for the partner program include increasing its channel resources in the field with new Channel Technical Enablement Engineers who will focus on helping partners become technically proficient. Engineers will also provide expanded technical presales content such as solution sizing, demonstration capabilities, and technical positioning.
“The launch of the enhanced McAfee channel program represents our ongoing approach of listening to partner feedback and rewarding partners for the investment they make in McAfee,” states Thurber. †
Go to www.mcafee.com/us/partners/global_securityalliance for more information.†
