McAfee Commercial/SMB Strategy

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McAfee Channel Chief, Alex Thurber, delivered this keynote, highlighting the McAfee 2011 strategy for the Commercial/SMB segment, at the 2010 McAfee Partner Day event.

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McAfee Commercial/SMB Strategy

  1. 1. Global Partner Day @ Commercial Like You’ve Never Seen it Before Alex Thurber Senior Vice President, World Wide Channel and Commercial Sales Operations
  2. 2. Accelerate! 2 October 26, 2010 Agenda • Commercial/ SMB • Why This Segment Deserves Your Attention • Opportunity • Customer Challenges • Effective Strategies • Reporting and Services • New! 2011 Partner Programs • Tools and Resources • Lets hear it! - Partner best practices • Q&A
  3. 3. Accelerate! 3 October 26, 2010 What is Commercial/SMB? 2010 2011 Global
  4. 4. Accelerate! 4 October 26, 2010 Why This Segment Deserves Your Attention Largest segment in our industry1 Short sales cycles2 Customers have a greater need for external expertise4 Customers face many challenges5 Limited competition3
  5. 5. Accelerate! 5 October 26, 2010 Your Customers Top Challenges… Lack of Expertise Lack of Budget Lack of Time
  6. 6. Accelerate! 6 October 26, 2010 YOUR Challenges in this Space Scaling your sales efforts are difficult; the further down market you move, the more expensive the selling effort becomes.
  7. 7. Accelerate! 7 October 26, 2010 YOUR Challenges in this Space Making use of resources supplied by others.
  8. 8. Accelerate! 8 October 26, 2010 Heavy competition drives your costs up and lengthens your sales cycles. YOUR Challenges in this Space
  9. 9. Accelerate! 9 October 26, 2010 Finding solutions you can take to this market that fit. YOUR Challenges in this Space
  10. 10. Accelerate! 10 October 26, 2010 New! For McAfee Partners in 2011 2011 More Coverage and Support 100% Sold Thru Partners Partner Acceleration Programs SaaS Designation More Revenue Opportunity Laser Focus in Commercial SBM
  11. 11. Accelerate! 11 October 26, 2010 Announcing! SaaS Monthly Designation
  12. 12. Accelerate! 12 October 26, 2010 NEW! Partner Acceleration Initiatives SMB Partner Acceleration Program First Acceleration Initiative to Launch 2011
  13. 13. Accelerate! 13 October 26, 2010 Partner Acceleration Center
  14. 14. Accelerate! 14 October 26, 2010 Tools and Resources – Reference Sheet Enablement Marketing Profitability
  15. 15. Accelerate! 15 October 26, 2010 McAfee’s Dedicated to You and to Commercial/SMB McAfee delivers solutions that are • Easy to understand • Easy to manage • Easy to sell • Offer partners great margin • Offer recurring revenue opportunity
  16. 16. Accelerate! 16 October 26, 2010

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