As Intel Security Cuts And Sells Multiple Products, Waves Of Uncertainty Hit Partners


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Intel Security is jumping head-first into a new strategic direction, but the company's rapid moves have some partners concerned.

In the past few weeks, the Santa Clara, Calif.-based security vendor revealed that multiple products have either been sold to other vendors or are being eliminated.

On Oct. 22, Intel Security announced the end of life of McAfee Asset Manager, McAfee Email Security Solutions (including McAfee Email Gateway, McAfee SaaS Email Protection and Continuity, McAfee SaaS Email Encryption, and McAfee SaaS Email Archiving), McAfee Enterprise Mobility Manager, McAfee Network Threat Response, McAfee SaaS Endpoint Protection, and McAfee Vulnerability Manager and Total Protection For Compliance Desktop.

[Related: Intel Security To Sell McAfee NGFW, Firewall Enterprise Businesses To Raytheon|Websense]

The products will reach their end of life Jan. 11, 2016, and Intel Security has chosen Proofpoint to help transition partners, the company said.

Intel Security also signed its intention to sell its McAfee Next Generation Firewall and McAfee Firewall Enterprise businesses to Raytheon|Websense for an undisclosed amount. The move was revealed Monday in an email to Raytheon|Websense employees, which was viewed by CRN, and is expected to close at the end of the year.

Unveiled by the company at its Focus 15 event in Las Vegas this week, the moves are part of a new strategy through which Intel Security intends to pivot beyond protection to focus on the entire threat-defense life cycle of protection, detection and correction. Chris Young, senior vice president and general manager, said that by changing to this strategy, Intel Security will have to make some "tough tradeoffs" when it comes to its product lines, in order to maximize investments around the new strategy.

"We've announced that there are some products that we're moving either to an end-of-life model or partnering in the marketplace. We've decided that those are areas where we're not going to focus as much so we can pour a lot more of our energy [into new products that fit the strategy]," Young said in an interview with CRN at the event, citing the company's new Active Response solution as an example.

However, partners who spoke to CRN about the changes expressed concern over the lack of clarity about what their vendor partner would look like in the months and years to come. While the majority of cuts seem to be in areas where Intel Security is not a market leader, they said that without clear communication about future plans with the channel, it is disconcerting to see products they sell sold to other vendors or reach their end of life.  

"My guess is, when they're all said and done and they’ve finished [streamlining] everything, that there's actually a lot of value to it, but how far do you go?" said one partner executive who did not want to be named. Part of his partnership with the vendor is around the email Software-as-a-Service solutions that are being discontinued, the executive said.

Another executive who sold the email SaaS solutions said he was not aware of being notified of the changes and will likely be transitioning to Proofpoint, as suggested by Intel Security.  

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