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Gavin Struthers

Gavin Struthers
Gavin Struthers is Senior Vice President of Worldwide Channel Operations at McAfee. In this role he is responsible for ...

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Corporate : McAfee Channel :

Growing Together in 2012

Tuesday, January 31, 2012 at 11:54am by Gavin Struthers
Gavin Struthers

On Jan. 26, I hosted my first Global Channel Partner Quarterly Town Hall Meeting. For those that joined thank you and please don’t hesitate to let me know how we could improve these sessions by providing a comment to this blog. If you didn’t have the opportunity to join the call, an on-demand recording can be accessed here.

As I outlined during the meeting, I’m excited about the opportunities in front of us in 2012, especially in Commercial and SMB, where our goal, together with you, is to drive double digit growth in each of these markets.

To capture these opportunities, we’re focused on transforming our engagements with you to strengthen relevancy and drive our mutual profitability. To achieve this transformation we’re focused on 3 key pillars:

  • Invest – we will continue to make key investments in the channels: We have made a massive investment in partner enablement. Our new, more robust Partner Learning Center is paramount to our ability to evolve to a continuing education approach and allows us to reward you for broadening and deepening your McAfee knowledge.
  • Grow – you are how we accelerate growth: We see explosive growth in the SMB market and want to encourage you to become SMB Specialized today.
  • Optimize – we are committed to improving our partner engagement: The PARC (Partner Acceleration Resource Center) is a perfect example for how we are optimizing our engagement with you in the SMB space.

Learn more about how we’re driving these three key pillars with you by watching the Q1 Town Hall recording.

As we settle into Q1, here are some specific areas I believe can help us jumpstart our year together:

  • Deal Registration & Protection
    Register your deals and expand your margins!
  • Rewards Extravaganza
    We’ve made a significant investment for 2012 to reward your teams for accomplishments in both SMB and Commercial. Sign up and start cashing in.
  • Make ACE (Accredited Channel Engineer) Count
    Your ACE team members are a key differentiator for your business. Through ACE you can develop hands-on technical skills and deliver proof-of-concepts that will help you demonstrate additional value to our mutual customers.
  • Virtual Sales Kickoff – February 15
    Mark your calendar for this unique opportunity to hear about our growth strategies for 2012 via the Virtual Sales Kickoff 2012, our first continuing education learning module.

This coming year is full of great growth opportunities for us, however, we cannot achieve our full potential without solid execution and working TOGETHER!

Our Go-to-Market strategy and segmentation remains unchanged from 2011, so I encourage you to make a decision for McAfee, identify the areas you want to play in, engage our resources and programs, and become a trusted security advisor for our customers. Together, we can make our vision for 2012 a reality!

Good selling,

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