Tesla Award In McAfee Next-Generation Firewall Promo: More Than A Car

Fernando Quintero (left) from Intel Security and Dan O'Neill from Accunet Solutions

A lucky account manager from Accunet Solutions drove away in a 2015 Tesla Model S after winning Intel Security's next-generation firewall sales promotion last week, but the prize meant more than a new electric car for one triumphant partner.

For Intel Security, the promotion represented a bump in net new sales for its next-generation firewall security solution, according to Fernando Quintero, vice president of Intel Security's Americas channel operation.

"We go big and we think big in terms of partner relationships," said Quintero. "The promotion's objective was to target net new next-generation firewall customers, and it drove twice the amount of revenue we thought it would."

[Related: Intel Security Global Channel SVP Transitions To New Internal APAC President Role ]

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The promotion prompted 28 McAfee partners in the North America channel to recommend and provide the firewall solution to clients. According to Intel Security, the promotion drew 89 entries in total and represented $9 million in net new sales.

To enter the contest, launched last year, partners had to recommend and sell McAfee's next-generation firewall solution, which protects enterprise clients with remote high-performing security. The solution includes a foundation of protections, including application control, an intrusion-prevention system and a built-in virtual private network.

Intel Security managers surprised the winner, Dan O'Neill, an account manager from Boston-based Accunet Solutions, a solution provider focused on storage, security, mobility and networks. The surprise, which took place at Accunet's 2015 Sales Kick-Off event, was captured in a video.

O'Neill, who applied for the promotional incentive contest last summer, said he was thrilled to win a new car through the promotional opportunity.

"I've been selling Intel's solutions for about 10 years, and I've always had great success with the product line," he told CRN. "This promotion was just another extension of that success. We always get promotions from manufacturing vendors, and McAfee's was an easy one to join. I'm pretty lucky that I got my name pulled from the hat."

Intel Security and its subdivision, McAfee, have launched several incentive programs over the past few years, involving prizes like trips to the Kentucky Derby, said Quintero. Incentive programs are essential to building trust and loyalty among partners in the channel, he said.

"I think these promotions bring more to the table," said Quintero. "It helps us earn partner loyalty and it adds a level of excitement for partners to sell our products to their clients."

PUBLISHED MARCH 24, 2015