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September 27, 2011
McAfee Channel Chief Alex Thurber says McAfee (working with parent Intel) will share more details about the DeepSafe strategy at the McAfee Worldwide Partner Conference (part of the McAfee Focus event) in October 2011. At the conference, McAfee will also offer updates that help VARs and MSPs to generate monthly recurring revenues from SaaS, while also introducing new managed security service provider opportunities along the way, Thurber says.
But what exactly are DeepSafe’s potential benefits to channel partners? And how can McAfee partners profit from cloud security? Thurber shared more clues in our weekly FastChat Video podcast (left). The podcast includes three executive interviews:
(0:22) LabTech Software CEO Matt Nachtrab discusses his international managed services strategy. LabTech develops remote monitoring and management software for MSPs.
(5:20) McAfee’s Thurber describes the Intel-McAfee DeepSafe strategy, linking security software to hardware. And Thurber previews McAfee Focus 2011.
(9:25) Plus, stick around for offbeat outtakes from each interview.
McAfee and Intel started talking up DeepSafe during the recent Intel Developers Forum (Sept. 13-15, San Francisco). According to McAfee, DeepSafe delivers:
A technology platform for future security solutions
A trusted view of system events beyond the operating system
A new method to block sophisticated advanced persistent threats (APTs) and stealth techniques in real time, before they have a chance to hide
The ability to uncover threats that traditional operating system-based security does not detect
When Intel acquired McAfee in 2010, Talkin’ Cloud and our sister sites largely viewed the move as Intel’s attempt to safeguard the next generation of computing — everything from mobile technologies to cloud data centers. In short, Intel didn’t want traditional Windows viruses and malware plaguing next-generation sales opportunities.
Meanwhile, Thurber has been a steadying force since arriving at McAfee from Cisco Systems in 2009. Cisco is known for its channel partner loyalty. And Thurber’s channel DNA has gradually erased lingering partner concerns about McAfee’s old direct sales model. By early 2011, Thurber declared that channel partners ranked among McAfee’s top five priories — company-wide — for the security firm.
By August 2011, McAfee had bolstered partner margins while also enhancing its deal registration capabilities. Around the same time, Cisco channel veteran Lang Tibbils joined McAfee to help bolster channel marketing and communications.
But perhaps McAfee’s smartest move in recent years was a non-move. Specifically, McAfee maintained the MX Logic partner program components after acquiring MX Logic in 2009. MX Logic had an effective SaaS partner program in place. McAfee’s commitment to those MX Logic partners has generated strong channel loyalty, with organizations like SpamSoap working incredibly closely with McAfee over the past few years.
So what is Thurber working on next? No doubt, DeepSafe and SaaS partner programs will be involved, and you can bet more specific details will arrive at McAfee Partner Focus.
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