McAfee Security Software: 30% Margins for Mid-Market Partners?
McAfee‘s Security Connected strategy is making a serious mid-market invasion. The effort involves a Total Access promotion for partners that can sell new deployments to customers with 5000 nodes and/or 400 servers. For partners, some deals could deliver 30 percent margin. How did The VAR Guy find these juicy details? Hmmm…
Perhaps he put Niedermeyer on it (he’s a sneaky little s***). In reality, The VAR Guy’s own trusted Silicon Valley sources delivered this story to our resident blogger.
Yes, The VAR Guy is watching the IT security market closely, where Symantec (NASDAQ: SYMC) is changing CEOs, and rivals like Kaspersky Lab, Trend Micro and Sophos are reaching out to channel partners. But sources close to McAfee are saying something along the lines of…
“the heck with all the competitive posturing in the market … this Total Access promotion is about accelerating the mid-market partner momentum McAfee already has.”
Here’s the Scoop
McAfee’s mid-market security push goes like this:
- McAfee is promoting a Security Connected Strategy — a framework that increases a customer’s security posture.
- McAfee and its partners are signing bigger deals — in the 1H of 2012 the company saw a 30% increase in deals valued at over $1 million, and in Q2 McAfee’s enterprise business grew in every theater.
- A new Total Access promotion runs through Dec. 21, 2012. It is focused on driving net new business for McAfee’s end point and server security business. Partners will be able to promote a “highly discounted bundle” that could deliver as much as 30 percent margin.
- Check out these related comments from McAfee Channel Chief Gavin Struthers.
Let the mid-market invasion begin (or accelerate…). The VAR Guy will be watching from the safety of his own foxhole — otherwise known as his home office.