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McAfee next week plans to roll out the McAfee One Time Password Server, which supports two-factor authentication across a variety of networking appliances, Web servers and cloud gateways. The product bolsters authentication, one of a number of coverage areas that McAfee executives hope partners choose to focus on. Partners that sell and deploy solely around McAfee's platform and its various components are seeing the most growth, Struthers told CRN.
Stephen Perciballi, category leader in security at Toronto-based Softchoice, a McAfee partner, said he is seeing a lot of interest in the company's products. McAfee has a strong team in place and seems to be executing on its strategy under Intel, Perciballi said.
"There's a lot here that they have to offer and our clients are seeing the benefits," Perciballi said. "There may be a few customers that question Intel's control, but it's clearly not having a negative impact at all."
To take the complexity out of the McAfee channel, many of the programs aimed at specific McAfee products have been consolidated under the direction of Lisa Matherly, vice president of worldwide partner programs and marketing. The company is reaching out to help partners with deal registration and leveling the playing field with its own sales team by addressing compensation neutrality with incentives to work with partners. In January, the channel team also created a Stack Challenge Tetris-style game that partners can play based on their profitability and earn additional cash prizes. New data center demand generation kits were delivered in April with training materials and co-marketing emails.
The channel program improvements appear to be coming to fruition. Struthers said McAfee has paid out more than $2 million in rewards to individual partners, a 40 percent increase over a year ago. The company's top 20 value partners have seen their business revenue increase more than 60 percent with McAfee, he said.
"These numbers are proof that our strategy and execution is resonating with our partner community," Struthers said.
PUBLISHED APRIL 18, 2013