Security vendor, McAfee, will be directing its focus towards its profitability program in the coming year, according to McAfee Asia-Pacific channels and alliances senior director, Craig Nielsen.
He was speaking at the recent McAfee Focus 12 security summit in Las Vegas.
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The next year is going to be about driving the adoption of the profitability program that we launched in Q2. By driving more awareness of the program, it will accelerate take-up even further, he said.
The company plans to increase uptake through planning with its A/NZ partners, focusing on key components of the profitability stack and driving channel awareness programs.
Nielsen also mentioned that it will be looking to grow its partner base in the SMB space.
However, within McAfees enterprise and commercial business, he claimed that it is not looking to expand the number of partners it is working with.
Its a depth strategy versus a breadth strategy. In SMB, we are definitely keen to grow the number of transacting partners because that is a market where you need strong coverage.
In enterprise and commercial, we are razor focused on driving our partner profitability and that means doing more with fewer partners, Nielsen said.
He said that the enterprise and commercial coverage model in Australia will not be affected much.
There will be changes in some other geographies, but for Australia there wont be as many changes.
In addition, the company will continue to drive adoption of its MSP program, especially within its partner portal, which it launched in Q3 this year.
Nielsen also said that he is seeing opportunities surrounding risk and compliance in Australia.
These are firstly larger sized deals in terms of dollars, but it also has a significant services attached component associated with them and thats important for us, he said.
He pointed out Big Data, mobility, BYOD, as the other trends with opportunities.
Hafizah Osman attended Focus 12 in Las vegas courtesy of McAfee