McAfee looks to channel

Developing a value-based channel programme that focuses on ease of doing business, as well as training channel partners to help end-users use technologies effectively, is key to a successful business.

So says McAfee's Jayson O'Reilly, adding that the company has a 100% channel model and has recently opened a training centre for its channel partners.

“Training is key,” he says. “McAfee has been moving from AV solutions to comprehensive solutions, and the challenge is getting users to effectively use these technologies, something very much dependent on our partner channel. By holding workshops, we can educate customers, helping them to understand the threat and use the solutions accordingly.”

He says understanding the threat is vital. “Education of the threat is more important than education of the product. McAfee has found the root cause of infection is end-users not implementing the technologies they already have in place.

“There is no silver bullet,” he says. “As such, although 65% of our business is in AV solutions, McAfee has branched out into networking, intrusion prevention, mail, network access control - both host and network - and vulnerability management solutions.”

He says vulnerability management is particularly important, as it helps businesses identify their most important systems and applications, target the most high-risk vulnerabilities, and manage these.

“As this is a managed service, updates and patches are automatic, and threat protection is managed through a Web portal. It scans devices that use the Internet, the same devices constantly targeted by cyber criminals, and helps users detect vulnerabilities and manage these to prevent the network being infiltrated.”

“To cover all our bases, we have many alliances in place,” he adds. “HP, Dell, Fujitsu, and Verizon are among them. “As a business, we've realised if we're going to sell to the mid-market, we must do it through global organisations with big footprints.”

Speaking of future expansion, he says 2010 is a year for doing it better. “Globally, I don't see many more acquisitions, rather a time of consolidation. So far, all McAfee's acquisitions have been strategic, gaining solutions that integrate easily into our technologies.”

Locally speaking, he cites Dimension Data, Business Connexion, Condyn, DRS and Faritec as among McAfee's primary partners. “Through these partners, we are in a prime position to work with the SME market, as well as large enterprises.”