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6 Big Changes McAfee Is Making In How It Engages With Channel Partners

McAfee Americas channel chief Ken McCray talks about alternative routes to market and how the vendor is modifying its enablement, support and customer briefing strategy to be more partner-friendly.

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Changing Times

Solution providers want McAfee to simplify its channel program and make it easier to do business with the vendor, according to Ken McCray, head of channel sales and operations for the Americas. The channel has challenged McAfee around some of the profitability programs it has in place, McCray said, and doesn't want to default to certification programs to dictate who gets what benefits.

"Partners have been very clear, but we just haven't responded. I say that honestly," McCray told CRN at the MPower 2018 Cybersecurity Summit in Las Vegas. "We want to look at the entire program and do as much research as we can in order to get this thing right."

McCray wants to get a better grasp on how important market development funds, rebates, and training and enablement are to McAfee's channel partners. He also is considering building out a flexible program that allows traditional on-premises and cloud-based partners to pick which benefits make the most sense to them and best meets their needs.

Here's a deep dive into six changes McAfee already is making around how it works with the channel community.

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