McAfee Focuses on SMB Channel Partners with Specialization

McAfee is taking a step to get cozier with its SMB partners by introducing a new specialization focusing solely on the SMB space. Partners working inside the McAfee SecurityAlliance program now have a more focused and custom-tailored SMB solutions portfolio, which hopefully will drive partners deeper into what McAfee sees as a $7 billion market opportunity. Read on for the details …

So what’s new on the menu for SMB partners? “Targeted solutions,” is McAfee’s phrase of choice, and inside those solutions are products that focus on companies with 250 or fewer employees. That includes web and e-mail security, traditional endpoint security and some new unique SaaS models. McAfee is also promising turnkey marketing programs and even on-premise offerings for the cloud-shy customer.

McAfee’s Partner Acceleration Resource Center — a web portal with sales and business information for working with SMBs — also is part of the program, as are other tutorials and tools, all with the common purpose of helping a partner to be as profitable as possible as a true-blue, trusted adviser in SMB security. The specialization also brings with it cross-selling and upselling opportunities, according to McAfee, and, like most partner program revamps, McAfee has simplified deal registration, created higher margin opportunities and included other “enhanced” rewards designed specifically for SMB partners.

Back in May 2011, The VAR Guy spoke with McAFee’s Channel Chief Alex Thurber, who stressed McAfee’s channel priorities were a strong focus for the company moving forward. More specifically, he noted McAfee would be making an SMB channel investment. That promise seems to have come to fruition. We’ll keep tabs on whether McAfee’s SMB program is well-received, especially as other security companies including Sophos continue to gain momentum in the channel.

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