McAfee eyes SMB sector

McAfee's top global channel executive jetted into Dubai yesterday and revealed plans to drive the volume of business that the security company does through the commercial and SMB market.

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McAfee eyes SMB sector Thurber says McAfee is working with partners to drive more SMB business.
By  ITP.net Staff Writer Published  October 19, 2010

McAfee's top global channel executive jetted into Dubai yesterday and revealed plans to drive the volume of business that the security company does through the commercial and SMB market. Alex Thurber, Senior VP of Worldwide Channels and Commercial Sales, told GITEX Times that the push to increase SMB sales would be accompanied by a new go-to-market model that is set to be rolled out in 2011.

Under the new structure, McAfee will have direct account managers addressing large named accounts through partners, while the rest of the corporate business will be considered commercial and SMB accounts. This will replace the previous segmentation that Thurber admits was “very complicated”.

“One of our key channel themes is ‘accelerate’ and we are working with partners to accelerate their business in the commercial and SMB segment,” he explains. “There are a number of initiatives in place to support the growth of our market there.”

Thurber is at GITEX this week to meet with partners and customers, as well as talk strategy with his local team. One of the things he will be doing is highlighting the company’s security differentiators, particularly given the crowed market that McAfee operates within. “Our message to customers is really about security connected — we have an end-to-end security story managed by a single console, our ePolicy Orchestrator, which is really unique in terms of being able to manage all these technologies.”

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