MCAFEE, formerly Network Associates, has appointed an ANZ channel manager to implement its new partner programme across Australia and New Zealand.
Dawn McMorrow took up the role this month as the vendor boosts its focus on services, shifting from being a “reactive” antivirus provider to include more “pro-active” intrusion prevention offerings.
Sydney-based McMorrow, formerly distribution channel manger at BI software vendor Business Objects, says her job will be “localising and enabling” the company’s channel programme for the two countries.
The vendor has announced a global Security Alliance Programme, which will group partners into three tiers and offer greater rewards to those providing customers with more services.
The move follows McAfee accepting global criticism that its channel lacked structure. The new channel appointment aims to help remedy that.
McMorrow says she is still analysing the New Zealand market, but expects McAfee’s localised programme for New Zealand will be similar to the one launched this month in Australia.
McAfee also intends to streamline its channel into four main areas: intrusion prevention (both network and host), security forensics, traditional antivirus and McAfee corporate, concentrating on software licensing.
“We will be working with niche channel partners. We will have partners that do different things -- fulfilment partners, plus VARS, the focus of our activities,” McMorrow says.
Later this year, the vendor will also launch a partner portal for both Australia and New Zealand, which promises SME lead generation and training, certification and co-marketing initiatives.
While McAfee in Europe is shaking up its distribution structure, here the vendor is content to work with Renaissance and Tech Pacific. However, the vendor is calling on resellers to upskill themselves, saying their status in the three-tier model will be “reviewed on what they can deliver”.
McAfee, which has three staff in New Zealand reporting to Sydney, compared with 68 in Australia, also claims success with a recently launched web-based Partner Security service.
A pilot programme this year involved 20 New Zealand partners (since increased to 70 to 80) selling the service to 150 customers. It is built around McAfee’s managed services solution and lets resellers remotely monitor the security of small business customers.
McAfee claims the service has been “well received”.
McMorrow says that in the coming quarter, she will seek “as many [more] partners as possible” for this and other McAfee offerings in New Zealand.