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Q3/2013

CHANNEL SPOTLIGHT ISSUE NO. 2

MAXIMIZE YOUR MARGINS WHAT’S INSIDE

FREE McAFEE TRIALS FOR YOUR CUSTOMERS JOIN US IN LAS VEGAS FOR FOCUS 2013


you asked. we delivered. The very latest business-building information designed specifically for McAfee partners. It’s all here. New promotions. New programs. New ways to sell more McAfee.


Q3/2013 TABLE OF CONTENTS

01 02 03 04 05 06 07

04

PAGE 02

A MESSAGE FROM LISA MATHERLY PAGE 04

08

QUARTERLY FOCUS: WHAT’S NEW PAGE 08

MAXIMIZE YOUR MARGINS PAGE 12

PROMOTION SUMMARIES PAGE 16

TAKE AIM: CHANNEL ENABLEMENT

12

PAGE 20

TAKE SHARE: CHANNEL MARKETING PAGE 24

CONTACTS AND SUPPORT

LOOK FOR CLICKABLE LINKS THROUGHOUT THIS ISSUE (All clickable links appear in orange)

20

16


McAFEE

CHANNEL SPOTLIGHT

I’M REALLY EXCITED TO PRESENT THE SECOND ISSUE OF McAFEE “CHANNEL SPOTLIGHT,” THE QUARTERLY PARTNER GUIDE THAT WAS INTRODUCED IN Q2. ONCE AGAIN, THE KEY FOCUS AREAS INCLUDE NEW PROMOTIONS AND PROGRAM CHANGES THAT ARE AVAILABLE TO McAFEE PARTNERS. ®

A MESSAGE FROM LISA MATHERLY


» Want to get everything you need with your McAfee business? Take our survey at the end of this issue.

» An introduction of an exciting new McAfee Q3 promotion

EXCITING ANNOUNCEMENTS We need your feedback So far, Channel Spotlight feedback has been fantastic, and we encourage you to keep it coming. You’re a big part of our business, and we want to be sure you get everything you need to remain profitable in your McAfee business. But if you don’t tell us, we won’t know. Q2 was huge In addition to some amazing program and product launches, we had over 700 McAfee Partners join us via webcast for the launch of the new McAfee Complete Endpoint Protection Suites. If you were there, then you know these solutions are game changers in our industry, and they’re destined to give you a more competitive advantage. We also kicked off the new Accelerated Deal Registration system to not only help you process quotes quicker, but to help you earn up to 25% margin on eligible commercial SKUs up to 1,000 nodes. So far, the preliminary numbers have been impressive. Q3 will be even bigger There’s a ton of stuff happening. Make sure you keep an eye out for: » The continued focus on the McAfee Complete Endpoint Protection Suites with an emphasis on migrating the McAfee endpoint install base

» The initial phases of our integration with the pending acquisition of Stonesoft, a purchase that will enable us to offer customers a more comprehensive network security solution The resources are there, be sure to use them » Leverage the McAfee Partner Portal—it’s your primary source for McAfee Partner Program information » Access the great demand generation kits that help you get your foot in the door with McAfee products and solutions » Use the margin-enhancing programs like Accelerated Deal Registration to improve your profitability » Complete all your necessary certifications ASAP. Visit the Partner Learning Center now, review your current status, and set a goal to complete any requirements in Q3. You’ll be happy you did. As always, thanks for your partnership and your focus on McAfee strategic initiatives. Good selling,

Lisa Matherly Vice President WW Partner Programs & Marketing McAfee


McAFEE

02

CHANNEL SPOTLIGHT

QUARTERLY

FOCUS

Q3

WHAT’S NEW

01 A MESSAGE FROM LISA MATHERLY

03 MAXIMIZE YOUR MARGINS

05 TAKE AIM: CHANNEL ENABLEMENT

02 QUARTERLY FOCUS: WHAT’S NEW

04 PROMOTIONS

06 TAKE SHARE: CHANNEL MARKETING

07 CONTACTS AND SUPPORT


[ Quarterly Focus: What’s New]

NOTHING SELLS ENDPOINT PROTECTION LIKE A FREE TRIAL

START THE CONVERSATION— COMPLETE McAFEE ENDPOINT PROTECTION SUITES CUSTOMERS LOVE TO TRY BEFORE THEY BUY. That’s why we’ve introduced comprehensive new McAfee Complete Endpoint Protection Suites marketing pages. These sites are loaded with salesfriendly assets—product data sheets, customer videos, and of course, downloads for free trials.

FREE TRIALS OPEN DOORS Feel free to use them like a calling card or door opener for either existing or prospective clients. Either way, they’re a great way to reach out to customers while creating awareness and consideration for these innovative suites. Access new trials for Complete Endpoint Protection Suites for both Enterprise and Business.

SUITE DEAL! McAfee Complete Endpoint Protection – Business (sku: CEB) and McAfee Complete Endpoint Protection – Enterprise (sku: CEE) suites are licensed per device and can be used for either one traditional (laptop, Mac, or desktop PC) endpoint or one mobile (smartphone or tablet) endpoint…until NOW! For a limited time, customers who buy a single license of CEB or CEE for their traditional endpoint can also deploy a single mobile node of McAfee Enterprise Mobility Management (EMM) to protect their mobile devices for the same license time period at no additional charge. EMM is part of the CEB and CEE suites. Previously, if a company wanted to cover both a laptop and a smartphone, they needed to buy two CEB or CEE licenses. Now, they just need to buy one license to cover both a traditional and mobile endpoint. This additional mobile entitlement covers CEB or CEE licenses purchased by December 26, 2013 and requires no action from you during the order process.


McAFEE

CHANNEL SPOTLIGHT

GET READY FOR OUR NEXT-GEN FIREWALL PRODUCTS STONESOFT ACQUISITION MEANS NEW PRODUCTS COMING SOON As Q3 unfolds, it’s full-steam ahead, with initial plans to integrate some of Stonesoft’s products. The company’s product portfolio includes firewalls, evasion prevention systems, and SSL VPN solutions. And in addition to rock-solid products and technology, Gartner ranks the company as “visionary.” We’re confident that the acquisition will significantly strengthen our existing network product portfolio.

WHAT’S IN IT FOR PARTNERS? Firewalls present the fastest-growing market segment within the network security category. And with Stonesoft, McAfee Partners will get access to the most comprehensive solution offering in the industry while your customers get a truly compelling network-protection value proposition. Check out all the latest information about the closing of the acquisition at McAfee.com.

SPOKEN LIKE A TRUE PARTNER

See what McAfee Partners are saying about the new McAfee Complete Endpoint Protection Suites!


[ Quarterly Focus: What’s New]

DID YOU KNOW

HOT PROMOS FOR Q3 Don’t miss out on the new Server Security 25-Pack promotion and the extension of the 3,6,9 Email Security Upgrade promotion, both designed to help you drive more customer value and grow market share. Check them out in the Promotions section of this guide

SAVE THE DATE: FOCUS 13 PARTNER SUMMIT Make plans now to attend the McAfee Partner Summit at FOCUS 13 in Las Vegas, Nevada. Registration begins Monday, September 30, 2013 followed by the Partner Summit Welcome Reception. Partner Summit keynotes will be take place on Tuesday, Oct. 1, 2013. Details and registration is available now online.

McAfee hosts a series of blogs containing articles about McAfee, security, and everything in between.

ACCESS TO CLOSED PRODUCTS FOR ALL MSA PARTNERS The competitive landscape in the security market continues to get grow. In response, we have reevaluated our go-tomarket strategies and have determined that in order to increase our win rate across our entire partner eco-system, we need to offer up equal opportunities for all McAfee SecurityAlliance partners to sell closed products. Effective July 1, Associate-level partners now have the ability to complete certifications that will permit access to McAfee closed resell products. If you are an Associate-level partner and wish to sell a closed resell product, visit Training and Events and review the 2013 Certification Course Guide showing available competencies and required coursework. For a full list of closed resell products, visit the McAfee Partner Portal.  To initiate your certification process, please contact your designated McAfee Partner Care Center (PCC). (See Contacts & Support Section of this guide for PCC contact information).


McAFEE

03

CHANNEL SPOTLIGHT

MAXIMIZE YOUR MARGINS

01 A MESSAGE FROM LISA MATHERLY

03 MAXIMIZE YOUR MARGINS

05 TAKE AIM: CHANNEL ENABLEMENT

02 QUARTERLY FOCUS: WHAT’S NEW

04 PROMOTIONS

06 TAKE SHARE: CHANNEL MARKETING

07 CONTACTS AND SUPPORT


[ Maximize Your Margins]

You’re probably familiar with what we call the McAfee Profitability Stack. It’s a series of offerings available to help you maximize the dollars you can earn on every deal.

PARTNER PROGRAMS THAT BOOST YOUR BOTTOM LINE YOUR PROFITABILITY is a crucial component of the overall McAfee SecurityAlliance Program. You’re probably familiar with what we call the McAfee Profitability Stack. It’s a series of offerings available to help you maximize the dollars you can earn on every deal. If you’re not familiar, you should get to know it. Learn all about the McAfee Profitability Stack by visiting the McAfee Profitability Page. In Q2, we introduced a host of programs to help give you that extra edge to win more deals. In Q3, we’re continuing that momentum and encourage you to leverage the programs each time you have an opportunity. Winning each deal is important to growing your McAfee business and the programs outlined here provide you and your organization with additional ways to earn more.


McAFEE

WE’RE TALKING $2, $4, OR $6 PER NODE FOR COMMERCIAL SALES OF 251 TO 1,000 NODES.

CHANNEL SPOTLIGHT

EXPAND YOUR EARNINGS WITH McAFEE REWARDS

LEVERAGE ACCELERATED DEAL REGISTRATION

Partner sales representatives and Partner sales engineers can continue to earn fantastic rewards when they sell McAfee Complete Endpoint Protection suites. We’re talking $2, $4, or $6 per node for commercial sales of 251 to 1,000 nodes. But you have to act fast—this offer is only good through the remainder of Q3 (September 25, 2013). So start selling now.

Launched in Q2, the new Accelerated Deal Registration program increases your margins by offering up to 25% off MSRP on select McAfee System Security Products—that includes the McAfee Complete Endpoint Protection Suites. You also get up to 10% margin enhancement for upgrades.

And in case you forgot, the McAfee Rewards Program gives incentives to Partner sales representatives and sales engineers for sales claimed and other bonus activities. Incentives are redeemable for gifts, gadgets, travel, or cash on a reloadable McAfee Rewards Visa debit card. Or, if you can’t find what you want, let us know via the ‘Personal Shopper’ option. For a complete Program overview or to register and view the latest offers, check out www.McAfeeRewards.com.

EARN 1

2

1

2

3

4

1

2

3

4

PER NODE

$2.00 5

6

251

$4.00

TO

$6.00

1,000

(FOR COMMERCIAL SALES OF)

NODES

Accelerated Deal Registration replaced what was formerly known as SMB Deal Registration, and increases the eligibility of opportunities from 250 to 1000 nodes. For those partners focused on the SMB market, this positions you to earn additional margin on bigger SMB deals. Check out our list of eligible product SKUs. For products not included in that SKU list and for sales above 1000 nodes, the Enhanced Deal Registration rules and submission process still apply. For access to the program and more information for both Accelerated and Enhanced Deal Registration tools, please visit Deal Registration on the Partner Portal.


[ Maximize Your Margins]

PROTECT YOUR CUSTOMER BASE WITH THE McAFEE INCUMBENCY ADVANTAGE PROGRAM

EARN $100 IN Q3 WITH BRING McAFEE ENDPOINT PROTECTION TO THE GAME (BMEPTTG)

It may be a mouthful, but the McAfee Incumbency Advantage Program goes a long way toward helping Partners retain customers over the longer term. The program provides pricing advantages to the incumbent Partner on renewals, making it easier to keep your established customers.

It’s a big acronym, but it also pays big dividends. And right now, a lot of Partners are taking advantage of the opportunity to earn an extra $100 for their McAfee Complete Endpoint Protection Suites sales with the BMEPTTG competitor incentive. You can too!

Effective July 1, 2013, we’re adding these important inclusions to the program:

Earn $100 each time you submit a 251 to 1000 node McAfee Complete Endpoint Protection opportunity, including a valid competitor endpoint quote via Accelerated Deal Registration. If approved, we’ll add the earnings to your McAfee Rewards account. If you don’t have a McAfee Rewards account, don’t worry. You can sign up for one now at www.McAfeeRewards.com.

1

McAfee Associate-level Partners are now eligible to take advantage of this program.

2

The program is being enhanced by adding in a second-year renewal clause. This means a pricing advantage on first and second renewal sales is provided to partners who closed the original business.

Protect your customer base. Review the guidelines and take advantage of this powerful program.

BMEPTTG is only good through September 25, 2013. For full details including validation criteria and terms and conditions, please visit the Deal Registration page and click the Quick Links section of the Partner Portal.

ENHANCED DEAL REGISTRATION–NEW UPDATES We are pleased to confirm new updates to Enhanced Deal Registration. These include enabling our Associate partners to take advantage of up to 25% margin enhancement on new business and for the first time, Associate partners have the ability to submit upgrade opportunities via Enhanced Deal Registration. Check out Deal Registration details today!

25%


SAVE THE DATE: FOCUS 13 PARTNER SUMMIT Make plans now to attend the McAfee Partner Summit at FOCUS 13 in Las Vegas, Nevada. Registration begins Monday, September 30, 2013 followed by the Partner Summit Welcome Reception. Partner Summit keynotes will be take place on Tuesday, Oct. 1, 2013. Details and registration is available now online.

McAfee, the McAfee logo, ePolicy Orchestrator, McAfee ePO, McAfee EMM, McAfee Global Threat Intelligence, and McAfee GTI are registered trademarks or trademarks of McAfee, Inc. or its subsidiaries in the United States and other countries. Other marks and brands may be claimed as the property of others. The product plans, specifications and descriptions herein are provided for information only and subject to change without notice, and are provided without warranty of any kind, express or implied. Copyright Š 2013 McAfee, Inc. 60336gde_channel-spotlight_0713

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