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.

Technology Business

Global Partner Day @
Commercial Like You’ve Never Seen it Before
Alex Thurber
Senior Vice President, World Wide Channel and Commercial Sales Operations

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

Accelerate! 3 October 26, 2010
What is Commercial/SMB?
2010 2011
Global

Accelerate! 4 October 26, 2010
Why This Segment Deserves Your Attention
Largest segment in our industry
1
Short sales cycles
2
Customers have a greater need for external expertise
4
Customers face many challenges
5
Limited competition
3

Accelerate! 5 October 26, 2010
Your Customers Top Challenges…
Lack of Expertise Lack of Budget Lack of Time

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.

Accelerate! 7 October 26, 2010
YOUR Challenges in this Space
Making use of resources supplied
by others.

Accelerate! 8 October 26, 2010
Heavy competition drives your
costs up and lengthens your
sales cycles.
YOUR Challenges in this Space

Accelerate! 9 October 26, 2010
Finding solutions you can take to
this market that fit.
YOUR Challenges in this Space

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

Accelerate! 11 October 26, 2010
Announcing! SaaS Monthly Designation

Accelerate! 12 October 26, 2010
NEW! Partner Acceleration Initiatives
SMB Partner Acceleration
Program
First Acceleration Initiative to Launch 2011

Accelerate! 13 October 26, 2010
Partner Acceleration Center

Accelerate! 14 October 26, 2010
Tools and Resources – Reference Sheet
Enablement
Marketing
Profitability

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

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McAfee Commercial/SMB Strategy

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. 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. Accelerate! 3 October 26, 2010 What is Commercial/SMB? 2010 2011 Global

4. Accelerate! 4 October 26, 2010 Why This Segment Deserves Your Attention Largest segment in our industry 1 Short sales cycles 2 Customers have a greater need for external expertise 4 Customers face many challenges 5 Limited competition 3

5. Accelerate! 5 October 26, 2010 Your Customers Top Challenges… Lack of Expertise Lack of Budget Lack of Time

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. Accelerate! 7 October 26, 2010 YOUR Challenges in this Space Making use of resources supplied by others.

8. Accelerate! 8 October 26, 2010 Heavy competition drives your costs up and lengthens your sales cycles. YOUR Challenges in this Space

9. Accelerate! 9 October 26, 2010 Finding solutions you can take to this market that fit. YOUR Challenges in this Space

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. Accelerate! 11 October 26, 2010 Announcing! SaaS Monthly Designation

12. Accelerate! 12 October 26, 2010 NEW! Partner Acceleration Initiatives SMB Partner Acceleration Program First Acceleration Initiative to Launch 2011

13. Accelerate! 13 October 26, 2010 Partner Acceleration Center

14. Accelerate! 14 October 26, 2010 Tools and Resources – Reference Sheet Enablement Marketing Profitability

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. Accelerate! 16 October 26, 2010

McAfee Commercial/SMB Strategy

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