McAfee structures channel model

McAfee structures channel model

MCAFEE will soon have three local companies signed up to its new Premier partner category, which is part of a new, more structured channel programme launched last month.

Wellington-based Network Pro has already been classified as a Premier partner under McAfee’s new Security Alliance programme, which introduces a tiered channel structure.

Two other local companies, which are yet to be named, are in the process of acquiring the certification as well.

Allan Bell, McAfee’s Sydney-based Asia-Pacific marketing director, says the new Security Alliance programme brings structure to McAfee’s channel model, replacing ad hoc training and technical and marketing support.

Under the scheme, which is part of a global strategy launched in the US and Europe last October, McAfee will provide increased sales and technical training, more targeted technical and marketing support and a partner portal. It provides Associate, Premier and Elite partner levels.

Associate partners need to register on Mc-Afee’s channel website and have access to free online training and marketing materials.

Premier and Elite partners are required to specialise in at least one of four fields: secure content management, host intrusion protection, network intrusion protection and risk management.

Network Pro certified in secure content management and director Ron van Twuiver says the certification allows the company to differentiate itself better.

“It helps us to distinguish ourselves as a specialist who has invested more time and money on training,” he says.

“The margins are better, so we can now push the products more.”

The programme will also reward the company for investing in niche products, such as those McAfee acquired from Foundstone, Entercept and Intrushield, van Twuiver adds. Premier and Elite partners also need to have least two sales- and two technical-trained people onboard, while Elite partners are also bound to sales targets, and are awarded with access to online training and certification, cooperative marketing funds, a deal protection scheme and sales leads.

Premier partners are entitled to phone support around the clock and Elite partners are supported by account managers.

The only Australia and New Zealand partners to qualify for Elite status so far are two branches of Australian firm Dimension Data.

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