News Analysis

McAfee finalises partner structure

The McAfee Security Alliance allows us to provide partners with tools such as product collateral, and online sales and technical training to support their customers’ computing processes Law Chee Keong Channels Director Asia Pacific McAfee

McAfee recently announced its global partner programme for Indian partners. The strategy focusses on volumes while stressing on building value. It is aimed at not only providing better customer service but also reducing competition among channel partners.

Speaking at the launch, Law Chee Keong, Channels Director, Asia Pacific, McAfee, said that, “The McAfee Security Alliance was launched in North America, Europe, Middle East and Asia during October 2004. It allows us to provide partners with tools such as product collateral, and online sales and technical training needed to support their customers.”

According to Kartik Shahani, Director, Sales, McAfee India, “We have felt the need to enhance business value and reduce channel conflict by having constant communication with our partners through the security alliance.”

As part of this roll-out effort, McAfee officially launched its new Asia Pacific partner portal that provides a single landing page for partners accessing content, tools, joint collateral and profiles. The site enables partner access to localised data and customised regional programme offerings while leveraging the global programme content base. Additionally, McAfee has also finalised its partner programme structure wherein partners would be tiered into three levels—Elite Partner, Premier Partner and Associate Partner—based on their level of commitment, certification and interest in joint marketing, training and support incentives.

Shahani explains that partners who are interested in qualifying for these levels must commit to a substantial number of technical and sales certifications while maintaining a dedicated sales staff. In return, they will receive significant benefits from McAfee including market development funding, support from various marketing resources, a named technical contact, discounted demo units and in-depth planning opportunities. Comments Keong, “McAfee’s Security Alliance is uniquely suited to help our partners develop revenue opportunities, secure new business, and increase overall profitability. We are delivering on our commitment to offer the breadth and depth of industry-leading solutions and services that partners need to succeed.”

With the change in customer behaviour over a period of time, Keong feels that the role of partners should also change. “Now that customers are becoming discerning, we need partners to give people the right advice. Thus there is a need for partners to take over the consultative role too,” explains Keong.

Concludes Shahani, “The main objective of this programme is to form a strong partnership with our existing and new partners, and provide them training, technically as well as for sales.” Channels are going to be used not only to sell products but also to advise end-users regarding the purchase of the appropriate solution.