McAfee Commercial/SMB Strategy
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McAfee Channel Chief, Alex Thurber, delivered this keynote, highlighting the McAfee 2011 strategy for the Commercial/SMB segment, at the 2010 McAfee Partner Day event.
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McAfee Commercial/SMB Strategy
- 1. Global Partner Day @ Commercial Like You’ve Never Seen it Before Alex Thurber Senior Vice President, World Wide Channel and Commercial Sales Operations
- 2. Accelerate! 2 October 26, 2010 Agenda • Commercial/ SMB • Why This Segment Deserves Your Attention • Opportunity • Customer Challenges • Effective Strategies • Reporting and Services • New! 2011 Partner Programs • Tools and Resources • Lets hear it! - Partner best practices • Q&A
- 3. Accelerate! 3 October 26, 2010 What is Commercial/SMB? 2010 2011 Global
- 4. Accelerate! 4 October 26, 2010 Why This Segment Deserves Your Attention Largest segment in our industry 1 Short sales cycles 2 Customers have a greater need for external expertise 4 Customers face many challenges 5 Limited competition 3
- 5. Accelerate! 5 October 26, 2010 Your Customers Top Challenges… Lack of Expertise Lack of Budget Lack of Time
- 6. Accelerate! 6 October 26, 2010 YOUR Challenges in this Space Scaling your sales efforts are difficult; the further down market you move, the more expensive the selling effort becomes.
- 7. Accelerate! 7 October 26, 2010 YOUR Challenges in this Space Making use of resources supplied by others.
- 8. Accelerate! 8 October 26, 2010 Heavy competition drives your costs up and lengthens your sales cycles. YOUR Challenges in this Space
- 9. Accelerate! 9 October 26, 2010 Finding solutions you can take to this market that fit. YOUR Challenges in this Space
- 10. Accelerate! 10 October 26, 2010 New! For McAfee Partners in 2011 2011 More Coverage and Support 100% Sold Thru Partners Partner Acceleration Programs SaaS Designation More Revenue Opportunity Laser Focus in Commercial SBM
- 11. Accelerate! 11 October 26, 2010 Announcing! SaaS Monthly Designation
- 12. Accelerate! 12 October 26, 2010 NEW! Partner Acceleration Initiatives SMB Partner Acceleration Program First Acceleration Initiative to Launch 2011
- 13. Accelerate! 13 October 26, 2010 Partner Acceleration Center
- 14. Accelerate! 14 October 26, 2010 Tools and Resources – Reference Sheet Enablement Marketing Profitability
- 15. Accelerate! 15 October 26, 2010 McAfee’s Dedicated to You and to Commercial/SMB McAfee delivers solutions that are • Easy to understand • Easy to manage • Easy to sell • Offer partners great margin • Offer recurring revenue opportunity
- 16. Accelerate! 16 October 26, 2010