Reseller News

McAfee encourages partners to consider regional expansion

The security vendor is also continuing to tweak its channel model to aid partners in skilling up to new solutions and is currently trialling a new program in the Australian market

The time is ripe for security resellers to consider expanding into the Asia-Pacific market, according to McAfee.

The vendor, which hosted its Focus 2010 event in Sydney on September 14, valued the local market at around $450 million – a market that is also relatively flat, according to McAfee’s Asia-Pacific director of channels and alliances, Gavin Struthers.

However, the broader Asia-Pacific market (excluding Japan) was worth about $4 billion, and with McAfee experiencing a quarter-on-quarter growth of 30 per cent, it represents expansion opportunities for resellers and OEM partners alike, Struthers said.

“We have a number of regional partners” Struthers said. “We get a lot of consistency in doing business as a result of that. We see some especially-strong opportunities for those very strong service-orientated partners.”

Struthers pointed to OEM partners such as Sydney-based earthwave, global partner CommVault, and integrator Dimension Data as examples of organisations McAfee has successfully engaged with on a regional level.

Those partners that do look to a regional role can expect support from McAfee, Struthers said.

He pointed to the Ready, Set, Sell program that was launched in May this year, which is a role-based enablement methodology. It takes a three phased approach to partner training that can be treated as a checklist to guide partners throughout the McAfee SecurityAlliance Partner Program, training and enablement activities, he said.

This program will help prepare partners for taking McAfee solutions into regional markets, however, Struthers also strongly recommended partners consider finding local, trusted representatives to help them move into the regional areas.

Struthers said McAfee retains a bullish approach to the market and continues to look for acquisitions such as May’s Trust Digital, and last year’s MX Logic, as a way to grow the market further.

The security vendor is also continuing to tweak its channel model to aid partners in skilling up to new solutions.

“It’s the hard question – how do you on-board their existing partners, and enable your own in the new solutions that come your way through acquisition?” Struthers said.

“We’d like to think with a new acquisition coming each quarter on average, we’re getting better at it, but we’re also making good use of feedback groups to gain partner input.

“We’re actually trialling a new program in Australia that was developed on feedback from partners.”