McAfee Enhances Its Channel Partner Program and Brings it Worldwide

by: Nichole Gunn October 15, 2010

In a press release published earlier this year, McAfee, Inc. announced that its new channel program is now available worldwide. Providing and ongoing and stable “world-class channel program that promotes a value-based, enabled, productive and profitable channel ecosystem” is at the core of the program.

The strategy for the McAfee’s program was initiated by its channel partners. Listen, learn, deliver is the new philosophy.

There are three categories to the enhanced program:

  • Margin Advantage
  • Enablement Advantage
  • Secure Computing

Within the Margin Advantage category there are a number of sales incentive programs. These programs afford partners the ability to “distinguish themselves though specific value-add activities”. It consists of: Margin Building, Business Building, and Profit Building programs. Each program is intended to reward partners who invest in qualifying sales and technical resources.

Senior vice president of worldwide channels at McAfee, Alex Thurber, explained, “We’ve modified the McAfee SecurityAlliance partner program to ensure we deliver a fully enabled and profitable channel and make it easier for our partners to do business with McAfee.”

On the receiving end of the new program, Andy Welsh, director of Partner Alliances at Accuvant, “We’re very pleased with the new McAfee SecurityAlliance program.” He went on to add, “Accuvant’s partnership with McAfee has been further strengthened by the willingness of McAfee to proactively analyze how the partnership can be improved to be mutually beneficial.”

Although McAfee is moving forward to enhance its benefits to channel partners, it reported income for the first-quarter was 30% lower than the previous period a year ago. According to MarketWatch, McAfee anticipated lower numbers than analyst’s expectation for the second quarter also.


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