McAfee SecurityAlliance Partner Program

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McAfee Channel Partners viewed this presentation at the McAfee 2010 Virtual Sales Kickoff, where Alex Thurber, SVP of WW Channel Operations, unveiled the outline of the enhanced SecurityAlliance partner program.

Technology

Its All About the Partner…
2010 Partner Virtual Sales Kickoff
Alex Thurber
Senior Vice President, Worldwide Channels

2009 Listening and Year of the Channel 2010
Responding Partner Vision Strategy

A Global Partnership

Paris
Toronto Brussels
New York Milan
Plano Rome Tokyo/Osaka
Madrid

Bangalore
Singapore

Johannesburg Sydney
~
Sao Paulo

Q4FY09 Q1FY10

2009… What a Year!

Fresh-Faced McAfee
Renews Its Channel Vows

Rules of Engagement

RULE # ONE RULE # TWO RULE # THREE

Accredited Channels Treat all Opportunities as
Maintain Loyalty to the
Are Our Primary Indirect; Exceptions for the
Incumbent Channel Partner
Routes to Market Named Direct Accounts List

Never quote End-users or Respect confidentiality of
Engage Channel Channel partners/resellers the Channel Partner’s
Partners Early Directly, Unless Quoting engagement in a
Non-discounted List Prices competitive market
RULE # FOUR RULE # FIVE RULE # SIX

Channel Vision

Develop a consistent worldwide channels program that is recognized
as world-class and delivers a value based, enabled and profitable
channel to support our global customer base

January 18th
Launch Date

May 1st
Program Becomes Effective

2010 Global Partner Framework

Solution Service Technology Global
Providers Providers Alliances Alliances
Authorized Support Managed Security Strategic Innovation
Partners Services Partners Alliances
US FED Partners OEM

Program Types

McAfee SecurityAlliance
Partner Program Ecosystem

Channel Coverage Model

All Partners Covered by One of the Following Roles

• National Channel Account Managers—NCAM
Elite
• Territory Channel Account Managers—TCAM
• Inside Channel Account Manager—iCAM
Premier

Associate
Identified Partner Technical Enablement
Resources in Each Region

McAfee Channel Outreach

Partner Advisory Council

Training, Review & Feedback
New Media

Town Halls

Involve Partners

Questions? Send your Questions to SecurityAlliance@McAfee.com

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McAfee SecurityAlliance Partner Program

1. Its All About the Partner… 2010 Partner Virtual Sales Kickoff Alex Thurber Senior Vice President, Worldwide Channels

2. 2009 Listening and Year of the Channel 2010 Responding Partner Vision Strategy

4. A Global Partnership Paris Toronto Brussels New York Milan Plano Rome Tokyo/Osaka Madrid Bangalore Singapore Johannesburg Sydney ~ Sao Paulo Q4FY09 Q1FY10

5. 2009… What a Year! Fresh-Faced McAfee Renews Its Channel Vows

7. Rules of Engagement RULE # ONE RULE # TWO RULE # THREE Accredited Channels Treat all Opportunities as Maintain Loyalty to the Are Our Primary Indirect; Exceptions for the Incumbent Channel Partner Routes to Market Named Direct Accounts List Never quote End-users or Respect confidentiality of Engage Channel Channel partners/resellers the Channel Partner’s Partners Early Directly, Unless Quoting engagement in a Non-discounted List Prices competitive market RULE # FOUR RULE # FIVE RULE # SIX

8. Channel Vision Develop a consistent worldwide channels program that is recognized as world-class and delivers a value based, enabled and profitable channel to support our global customer base

9. January 18th Launch Date May 1st Program Becomes Effective

10. Cornerstones of the SecurityAlliance Program Agility Brand Collaboration Differentiation Enablement

11. 2010 Global Partner Framework Solution Service Technology Global Providers Providers Alliances Alliances Authorized Support Managed Security Strategic Innovation Partners Services Partners Alliances US FED Partners OEM Program Types McAfee SecurityAlliance Partner Program Ecosystem

12. Channel Coverage Model All Partners Covered by One of the Following Roles • National Channel Account Managers—NCAM Elite • Territory Channel Account Managers—TCAM • Inside Channel Account Manager—iCAM Premier Associate Identified Partner Technical Enablement Resources in Each Region

13. McAfee Channel Outreach Partner Advisory Council Training, Review & Feedback New Media Town Halls Involve Partners

14. Questions? Send your Questions to SecurityAlliance@McAfee.com

McAfee SecurityAlliance Partner Program

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