Roger King, McAfee

Channel Chief Name	Roger King
Channel Chief Title	Executive VP of Worldwide Channel Operations
Company and Division	McAfee
Markets Served:	Security
Company's overall 2007 revenue:	> $1.3 billion
Percentage of revenue from solution providers:	92%
Number of years with the company:	1.5
Number of years involved with indirect sales:	20+
Number of employees in channel organization:	300+ global
To whom do you report in your organization?	Michael DeCesare, Executive VP of Worldwide Sales
Does that individual report to your CEO/president?	Yes
Describe your channel organization's major accomplishments over the past year:	1. Roger King's appointment as senior executive of worldwide channel operations 2. McAfee's execution of MAX system to support partners worldwide for opportunity / lead management and deal registration 3. McAfee enhanced margin incentives for partners including deal registration and rebates
List up to 10 of your top products sold through the channel:	1) McAfee Total Protection Suites 2) McAfee Secure Internet Gateway 3) McAfee AntiSpyware 4) McAfee VirusScan 5) McAfee Host Intrusion Prevention 6) McAfee ePolicy Orchestrator 7) McAfee Mobile Security 8) McAfee IntruShield IPS solution 9) McAfee Risk Analyzer and Compliance Auditor 10) McAfee Foundstone
Describe how your partner community has grown over the past year:	1. Expanded globally into APAC and Japan 2. McAfee increased the total number of resellers in the SecurityAlliance to over 11,000 partners worldwide 3. Expansion of the number of Strategic Alliance including General Services Administration (GSA) in North America
Name the one individual who has had the most profound impact on your life:	The individual who has had the most profound impact on my business life is my maternal grandfather, Miah P. Crowley, an advertising business executive.
Please name the single most innovative initiative for which you were responsible for the past year?	1) The Global Solutions Lab - Online demonstration environments on demand. www.mcafee.com/gsl Partners and their customers can get immediate access to McAfee Security products and see them in action, in real environments, using a standard Web browser. Partners are provided with a quick and easy up-sell environment in addition to showing the benefits of security products, while not having to invest themselves in the demonstration infrastructure. 2) McAfee Virtual Technician www.mcafee.com/mvt Partners can provide their customers quick and easy resolution to almost half of the problems their customers may experience. Rapid assistance to customers increases the value partners can show to their customers. 3) McAfee Deployment Assistance Program McAfee provides deployment assistance to ensure that customers get the most from their appliances. Trained specialists provide remote assistance to McAfee partners ensuring their customers receive the best possible experience.
What were the key channel partner investments you made in the past year?	1. Smart Marketing -- the online marketing tool for partners' recruitment site 2. Invested in Strategic Alliance Partnerships through planning workshops, account mapping and training sessions 3. Developed a partner recruitment site to focus on attracting different partner types and market segments
How are you attracting the next generation of solution providers?	1. Working with distribution partners and their network of resellers 2. Product expansion into Compliance, Remediation Management and Data Protection 3. Participation at industry technology events
What is the greatest challenge you overcame in the past year?	The greatest challenge I overcame in the past year was the transition of the McAfee Sales Force from a point product oriented sales force to a true solutions oriented sales force. We accomplished this by developing the McAfee Solution Selling Methodology and trained the entire sales force worldwide in the summer of 2007.

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