McAfee to boost channel partner margins

Partners to get up to 25% margins under new deal registration initiative

Tags: Change managementChannel certificationMcAfee Incorporation
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McAfee to boost channel partner margins Barakat says McAfee is aiming to launch the deal registration programme in the Middle East in Q4 2011.
By  Manda Banda Published  August 18, 2011

Security powerhouse McAfee is providing its solution provider partners playing in the commercial and enterprise market a whopping 25% margin boost on new registered deals. The initiative is part of McAfee's strategy to increase opportunities for channel partners to make more money.

The deal registration programme is one of the first bold initiatives that McAfee has unveiled since coming under the umbrella of $44 billion parent company Intel.

Although the new deal registration programme has not been unveiled yet in the Middle East market, the security software major has confirmed that the initiative will soon grace partners in the region. The vendor recently launched the newdeal registration programme to channel partners in the North American region after successfully piloting the initiative there.

Omar Barakat, channel development manager, McAfee Middle East and North Africa (MENA) region, said although the deal registration programme has been launched in North America, the company is aiming to avail the programme in the region in the fourth quarter of 2011.

Barakat added that the deal registration is open to a selected number of channel partners that have completed their legal and certification requirements in the Middle East. "The actual margin percentages will vary on a case by case basis for this region. The company is looking to have a minimum of two to three partners in every major city in the Middle East on the new programme," he said.

McAfee senior vice president, Worldwide Channels, Alex Thurber called the new programme a ‘game changer' for security solution providers. "Partners sell what they can make money on. At the end of the day it is the sales guy, the feet on the street, who help drive brand and product preference. And 99 percent of the time they are paid on margin. We just drastically increased their opportunity to make money," he said.

The deal registration programme comes nearly six months after Intel finalised its $7.78 billion acquisition of McAfee, which is being run as a subsidiary of Intel. Industry pundits believe the Intel-McAfee union has the potential to solve once and for all the security problems plaguing PCs and other devices powered by Intel processors.

In North America, Elite, Premier and Select channel partners in that geography will get 25% margin boost on new registered deals and up to 10% on upgrades for various McAfee solution suites.

McAfee added that Associate partners can also take advantage of a limited version of the programme with up to 10% percent margin protection. The vendor is promising a 48 hour turnaround on accepting or denying deal registration requests by partners.

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