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Its All About the Partner…
2010 Partner Virtual Sales Kickoff
Alex Thurber
Senior Vice President, Worldwide Channels
2009   Listening and   Year of the   Channel   2010
       Responding      Partner       Vision    Strategy
A Global Partnership



                                  Paris
                Toronto                Brussels
          ...
2009… What a Year!




Fresh-Faced McAfee
Renews Its Channel Vows
Rules of Engagement

     RULE # ONE                RULE # TWO                   RULE # THREE


Accredited Channels    Tre...
Channel Vision




Develop a consistent worldwide channels program that is recognized
   as world-class and delivers a val...
January 18th
Launch Date


         May 1st
         Program Becomes Effective
Cornerstones of the SecurityAlliance Program



                                   Agility


                     Brand   ...
2010 Global Partner Framework




        Solution               Service             Technology             Global
       ...
Channel Coverage Model

       All Partners Covered by One of the Following Roles

               • National Channel Accou...
McAfee Channel Outreach

                              Partner Advisory Council

Training, Review & Feedback
             ...
Questions?   Send your Questions to SecurityAlliance@McAfee.com
McAfee SecurityAlliance Partner Program
McAfee SecurityAlliance Partner Program
McAfee SecurityAlliance Partner Program
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McAfee SecurityAlliance Partner Program

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McAfee Channel Partners viewed this presentation at the McAfee 2010 Virtual Sales Kickoff, where Alex Thurber, SVP of WW Channel Operations, unveiled the outline of the enhanced SecurityAlliance partner program.

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Transcript of "McAfee SecurityAlliance Partner Program"

  1. 1. Its All About the Partner… 2010 Partner Virtual Sales Kickoff Alex Thurber Senior Vice President, Worldwide Channels
  2. 2. 2009 Listening and Year of the Channel 2010 Responding Partner Vision Strategy
  3. 3. A Global Partnership Paris Toronto Brussels New York Milan Plano Rome Tokyo/Osaka Madrid Bangalore Singapore Johannesburg Sydney ~ Sao Paulo Q4FY09 Q1FY10
  4. 4. 2009… What a Year! Fresh-Faced McAfee Renews Its Channel Vows
  5. 5. Rules of Engagement RULE # ONE RULE # TWO RULE # THREE Accredited Channels Treat all Opportunities as Maintain Loyalty to the Are Our Primary Indirect; Exceptions for the Incumbent Channel Partner Routes to Market Named Direct Accounts List Never quote End-users or Respect confidentiality of Engage Channel Channel partners/resellers the Channel Partner’s Partners Early Directly, Unless Quoting engagement in a Non-discounted List Prices competitive market RULE # FOUR RULE # FIVE RULE # SIX
  6. 6. Channel Vision Develop a consistent worldwide channels program that is recognized as world-class and delivers a value based, enabled and profitable channel to support our global customer base
  7. 7. January 18th Launch Date May 1st Program Becomes Effective
  8. 8. Cornerstones of the SecurityAlliance Program Agility Brand Collaboration Differentiation Enablement
  9. 9. 2010 Global Partner Framework Solution Service Technology Global Providers Providers Alliances Alliances Authorized Support Managed Security Strategic Innovation Partners Services Partners Alliances US FED Partners OEM Program Types McAfee SecurityAlliance Partner Program Ecosystem
  10. 10. Channel Coverage Model All Partners Covered by One of the Following Roles • National Channel Account Managers—NCAM Elite • Territory Channel Account Managers—TCAM • Inside Channel Account Manager—iCAM Premier Associate Identified Partner Technical Enablement Resources in Each Region
  11. 11. McAfee Channel Outreach Partner Advisory Council Training, Review & Feedback New Media Town Halls Involve Partners
  12. 12. Questions? Send your Questions to SecurityAlliance@McAfee.com
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