McAfee resellers on track to make transition to solution model


McAfee resellers on track to make transition to solution model

Simon Quicke

McAfee's efforts to move partners to a solution based channel programme are on schedule to be completed this summer months before the October deadline.

The security vendor has announced that from October it is changing its programmes to reflect a solutions selling approach with the aim of encouraging resellers to sell more of its portfolio and will turn off its current structure once the revised scheme kicks off.

Jill Henry, UK and Ireland channel director at McAfee, said that it expected UK partners would have completed the transition by August and it had to be tough about enforcing the changes to protect the integrity of the programme.

"We are investing heavily in the transition and beyond. The key and core benefits will not be athere if resellers haven't made the transition," she said.

"We will have transitioned all UK partners by the end of August," she added.

The move to get more resellers to sell more of the vendor's portfolio started in earnest back in January and Henry said that it had made an impact before the decision to move to solution-based selling was made at a corporate level.

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