McAfee focuses on partners' profitability

DQW Bureau
New Update



that delivers retail and online

solutions to secure, protect, and optimize PCs with a line of

anti-virus products has come up with a strong focus to

channel-centric programs and educational initiatives to boost sales

in India. The company has been working along with channel partners in

India for over 12 years now and has an extremely robust partner

program for elite, premier, associate and mid-market partners.

McAfee's key initiatives include Accredited Channel Engineer (ACE)

training for managed partners and SMB program.

Ambarish Deshpande, Director-Sales,

McAfee India in an interaction with The DQ Week said, that

they have introduced a new set of technical training for partners

that would enable them to conduct demos at customer premises. "This

is a two-day hands-on training schedule focused on configuring and

rolling out various McAfee products. This training helps partners

become independent managers of our POCs and will also help them

increase their service revenues," he said. McAfee SMB program,

the company's yet another initiative, which is being rolled out

through their distributors to encourage them to recruit new partners

in B and C-class cities and independently drive sales for customers

below 250 users. "This program incentivizes our unmanaged

partners to work with our distributors and leverage their resources

to sell to SMB customers. We are expecting this initiative to

generate significant business for us this year," said Deshpande.

McAfee also conducts free training and

certifications for both sales and pre-sales representatives of all

managed partners. "We have various levels such as 101, 201 and

301 certifications for pre-sales and 101 and 201 for sales

personnel," he said. According to Deshpande, 101 certifications

are online trainings and they expect partners' representatives to

be trained on security basics before they enroll for 201

certifications which are classroom trainings. "Once they pass

the 201 certifications they can appear for advanced level of

certifications through 301. These training initiatives help our

partners significantly as they become well—equipped to sell and

provide post-sales services to our customers," he said. McAfee's

channel motto is; 'Do More with Less.' "We have consolidated our

managed partners and will focus on maximizing their business this

year. It's important that we focus on partners and help them

increase their revenue and profitability from McAfee business. We

will be driving this initiative strongly in 2011," Deshpande