McAfee Channel Partners viewed this presentation at the McAfee 2010 Virtual Sales Kickoff, where Alex Thurber, SVP of WW Channel Operations, unveiled the outline of the enhanced SecurityAlliance partner program.

1. Its All About the Partner…
2010 Partner Virtual Sales Kickoff
Alex Thurber
Senior Vice President, Worldwide Channels

2. 2009 Listening and Year of the Channel 2010
Responding Partner Vision Strategy

4. A Global Partnership
Paris
Toronto Brussels
New York Milan
Plano Rome Tokyo/Osaka
Madrid
Bangalore
Singapore
Johannesburg Sydney
~
Sao Paulo
Q4FY09 Q1FY10

5. 2009… What a Year!
Fresh-Faced McAfee
Renews Its Channel Vows

7. Rules of Engagement
RULE # ONE RULE # TWO RULE # THREE
Accredited Channels Treat all Opportunities as
Maintain Loyalty to the
Are Our Primary Indirect; Exceptions for the
Incumbent Channel Partner
Routes to Market Named Direct Accounts List
Never quote End-users or Respect confidentiality of
Engage Channel Channel partners/resellers the Channel Partner’s
Partners Early Directly, Unless Quoting engagement in a
Non-discounted List Prices competitive market
RULE # FOUR RULE # FIVE RULE # SIX

8. Channel Vision
Develop a consistent worldwide channels program that is recognized
as world-class and delivers a value based, enabled and profitable
channel to support our global customer base

9. January 18th
Launch Date
May 1st
Program Becomes Effective

10. Cornerstones of the SecurityAlliance Program
Agility
Brand Collaboration
Differentiation Enablement

11. 2010 Global Partner Framework
Solution Service Technology Global
Providers Providers Alliances Alliances
Authorized Support Managed Security Strategic Innovation
Partners Services Partners Alliances
US FED Partners OEM
Program Types
McAfee SecurityAlliance
Partner Program Ecosystem

12. Channel Coverage Model
All Partners Covered by One of the Following Roles
• National Channel Account Managers—NCAM
Elite
• Territory Channel Account Managers—TCAM
• Inside Channel Account Manager—iCAM
Premier
Associate
Identified Partner Technical Enablement
Resources in Each Region

13. McAfee Channel Outreach
Partner Advisory Council
Training, Review & Feedback
New Media
Town Halls
Involve Partners

14. Questions? Send your Questions to SecurityAlliance@McAfee.com