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McAfee refocuses 'Partner First' strategy for SMBs: Bill Rielly

Yogesh Gupta | Nov. 1, 2013
We do not have 'hobbies' outside security as we are committed to protect small and medium businesses says Bill Rielly, Senior Vice President, SMB, McAfee.

CW: Why should enterprise channel partners work with you than your competition?
We have recruited more people on SMB team in India. These people live is 'SMB' by spending more time with relevant channel partners. We have to be 'Partner First'. We are now reinforcing SMB strategy in India. For us to provide scale and what smbs really need we need partners and we are investing in partner incentives with resellers and distys. The large focus is on technical enablement for the partners to understand our value proposition so they can talk to end customer with confidence.

McAfee works with more than1200 partners today which focus on SMB segment. We continue to grow and take a local approach as Indian market is quite regionalised which I call Hyper Local. We are reaching specific regions with channel partners to extend dominance across security market in SMBs.

CW: Are SMBs receptive to cloud offerings by McAfee? And what about BYOD ?
We have customers across segments interested in cloud and SaaS. Our strategy is not to make it 'SaaS versus On-Premise'. We simply want to make sure that we have services and products enable the partner to give you the protection you need - SaaS, on premise or a combination. McAfee and different partners in the supply chain are making sure to inbuilt security in cloud solutions. Other companies are integrating McAfee and other products as part of their cloud offerings to the market.

BYOD is very real across the globe and it is happening in India too. Finance folks at the end customer end totally get it as they understand the long term investment in mobility on a three to five year period .Though the IT team might disagree at times.

CW: What is value proposition of McAfee for SMBs as a security vendor ?
All the investments revolve around one domain as we only do security which is a big deal. We look after more than 64 billion queries a day and that's what it takes to keep our customers safe.

McAfee is providing full set of products and offerings to SMBs (less than 250 users). In the past, there have been efforts by vendor companies to go after one segment which is a narrow piece that's their call. Our approach is to we need to protect against all the threats these companies face. We have acquired companies like Stonesoft. We are investing in SaaS protection — email, web and end point, encryption products and archiving.

While we continue to narrate overall 'McAfee story' to partner and customers, we need to emphasise that we are the largest standalone security company focusing only security. Our holistic approach appeals to companies as we do not have hobbies outside security as we are committed to protect small and medium businesses.


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