McAfee Emboldens Channel With 'Hot' Growth Opportunities, New Incentives

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McAfee partners have been executing on the company's Security Connected strategy over the last year, but hot growth areas have developed, fueled by renewed interest in security analytics and advanced malware detection, and McAfee executives say that puts partners in a prime position to take advantage of the opportunity.

That was the message McAfee executives gave to hundreds of solution providers at the company's daylong SecurityAlliance Partner Summit in Las Vegas. The company is fine-tuning its channel program, adding support, rewards and incentives to fuel aggressive growth in the areas of networking, data center and endpoint security, said McAfee channel chief Gavin Struthers.

"Over the last three years, we've been building a journey toward being better connected, and today we're making the case on what better connected means," said Struthers, senior vice president of worldwide channel operations. "When our sales team knows you are in and doubling down on us, we help you get to growth."


[Related: McAfee Channel Chief Details Partner Growth (Video)]

Struthers said McAfee will be revamping its SecurityAlliance Partner Program over the next year, streamlining the five partner programs the company inherited through acquisition. To help fuel growth in the near term, McAfee is removing the rebate payout cap and rewarding registered renewals with a $200 payout to each new renewal, Struthers said. The company also launched a new "Everyone's a Winner" themed promotion, which runs into the first quarter of 2014 and will payout opportunities to active partners to win a trip to the 2014 FIFA World Cup in Rio De Janeiro, Brazil.

Struthers said the company is proud of its partners' successes, pointing to an 85 percent increase in eligible deal registration bookings over the last year. Rebates have had a 40 percent increase year over year, and McAfee has had a 25 percent increase in paying more rebates out to partners. Rewards payouts have doubled, beating the company's 2012 record, Struthers said. There is also a 33 percent increase in the number of people enrolled in the rewards program, he said.

The company also bolstered its training model, transforming its e-learning continuing education program into a credits-based system that leads to annual recertification on McAfee products, Struthers said. Participation in training rose from 16 percent to 30 percent over the last year. Partners that take training in security information and event management will get double education credits. The company's new StarTrac sales training program has 36 courses across 20 countries, Struthers said. The company also trained 150 channel employees, building out a strong team with the right skills and business acumen to work with partners, he said

Small and midsize business sales remain an important focus for McAfee, Struthers said. To fuel growth, the company launched a managed security provider program to support partner services.

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