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Maya Kreidy, Channel Lead, McAfee (Middle East & Turkey), on the firm’s latest developments and how partners can optimize their business in the security space.
Can you give an overview of McAfee’s latest acquisitions – Skyhigh and TunnelBear? How do these firms fit in with McAfee’s overall strategy?
Skyhigh is an ideal complement to McAfee’s strategy – one focused on building and optimizing mission-critical cybersecurity environments for the future. Skyhigh Networks pioneered the cloud access security broker (CASB) market segment that analysts describe as one of the fastest growing areas of information security investments of the last five years. With this technology, McAfee can now offer a cloud portfolio that addresses the three primary challenges of managing multi-cloud environments—visibility into networks, workloads and data, advanced threat protection and pervasive data protection.
The acquisition of TunnelBear gives McAfee a world-class technology and business that strategically aligns with its vision of protecting what matters most to its customers, including online behavior, personal data and sensitive information. Combining TunnelBear’s secure network with an intuitive interface will help keep customers’ data secure on public Wi-Fi and web browsing private from advertisers with the ability to block intrusive ads.
Can you elaborate on your channel strategy for the region?
For the last 24 months, we have been making changes to our partner program and profitability stack to make sure our partners are compensated well on the efforts and business they do with us. Since we value the capability of extending deal protection and additional compensation to partners who engage with us to drive McAfee- found opportunities to closure. A new governance process is being introduced to provide clarity on partner value-add expectations within the sales cycle, enable transparency to sales leadership when a Teaming Plan is extended, and help preserve profitability and margin using simple, minimal documentation— allowing us to maintain adherence to best practices and compliance standards.
We also simplified the deal registration process, removed few programs and replaced it by others that encourages new business, cross/sell and upsell. Enhancements has been made to our rebate program and the incentive program on ENS migration has been extended until end of 2018, partners can earn 1$ for every node migrated to ENS.
How are you enabling partners to capitalize on cybersecurity market opportunities?
Additionally, the channel team is growing in the region and we have changed the way we look at the business today. We believe more that channel is our multiplier effect, our extended arm in the market. We have people from McAfee on the ground today supporting the partners to grow the commercial business, which was previously managed remotely. We have channel and distribution managers dedicated per country and a channel technical manager whose main role is to enable our channel partners, enhance their sales and technical skills especially on the newly acquired technologies now like SkyHigh Networks, the hottest topic we are having recently with our partners in the region.
This change is effective and our partners are certainly witnessing it in the region. We will make sure that this is an ongoing improvement that follows the needs of our channel partners and satisfies our business objectives for 2018 and beyond.