McAfee’s midmarket focus

“We see a significant growth opportunity in the midmarket and we want to capture this growth through our reseller program,” said Dave Patnaik, general manager APAC midmarket, McAfee. “This campaign is a way to give focused partners an edge to drive their business forward.”

According to Patnaik, partners will benefit from increased coverage and support, including direct contact with a channel account manager. In addition, a rebate incentive program will offer a seven percent return on all subsequent deals when a target of $14,000 worth of new business is achieved.

Patnaik claimed McAfee has carefully selected channel partners possessing the capabilities to effectively market the vendor’s products.

“McAfee is aggressively going to market and we want the right channel partners to establish a strong relationship and make it profitable,” he said.

Other features of the program include 24 hour technical support, access to web portals and deal registration. Allan Bell, marketing director APAC, McAfee, noted that free online training as well as sales and technical certification are practical resources for resellers.

“We have a rich suite of training courses that are portable as well, so if you go to another reseller, your certification goes with you,” he said.

He also indicated that the vendor intented to develop its midmarket strategy further.

“The midmarket is a focus area for McAfee with more midmarket campaigns and midmarket friendly products coming up,” said Bell.

Patnaik added, “We have a dedicated midmarket staff with a tremendous focus on this target market, because it is gaining momentum and we want to capture it.”

According to Bell, many organisations have strong security policies, however they lack the expertise to effectively implement them.

“We’re helping resellers to help organisations – basically it’s a matter of getting the basics right,” said Bell.