1. McAfee Australia reseller update - Or how to increase your profits with security sales
Robbie Upcroft
Sales Manager - SMB & Distribution, Asia-Pacific
October, 2013

2. Old New The world is changing The computer was always on your desk
Computers are everywhere
You’re connected to everybody, all the time
The internet is a necessity
Your cyber-security needs to change
New
The computer was always on your desk
You knew who had access to it
The internet was a novelty
Anti-virus was enough
Old

3. Trends effecting security
World
Without
Borders
Technology
Explosion
Increased
Compliance
Cost
Cutting

4. … and it’s not just the big companies
Risky websites
Identity theft
Malware
Inappropriate content
Home
Ransomware
Unauthorised access
Device theft
Office
Data breaches or loss
Network intrusions
Zero-day attacks
Blended threats
Global Enterprise

5. 50%
SMBs report managing security complexity their number one biggest issue and attack by cybercriminals their #1 fear
Source: InformationWeek Security Survey April 2011

6. Security Market Inflection Point
Evolving Market Dynamics
Cloud
BYOD
Security
CUSTOMER
Top CIO Concerns
More with the same
Always Connected
Always Secure
CHANNEL
Evolving Business Models:
“Classic” dying
“Transitional” rising
“Transformational” challenging

7. Why McAfee? Unprecedented Opportunities/Security Connected
BROADEST PORTFOLIO
INTEGRATED & INTELLIGENT SOLUTIONS
REALTIME SITUATIONAL AWARENESS &RESPONSE
OPEN

8. Why McAfee? Most Comprehensive Security Portfolio / Most Complete Vision
Network IPS
SIEM
Security
Web Security
Endpoint Protection
Vulnerability Mgmt
Data Loss Protection
Enterprise Firewall
Mobile Device Mgmt
User Authentication
Mobile Data Protection
Now the Gartner slide here is meant to show not that we are number one in every possible area, not that we don’t have competitors but when you start to think of a Security Connected vision, who else could do this? Sometimes we are so close to this at McAfee we forget what an amazing position we have. We have top tier products in almost every Gartner quadrant that they track around security. That’s amazing place for us to be. And with that position comes an obligation. That obligation is to connect these solutions together to take the entire industry to the next level. That’s that mantra we have about creating a category, creating a holistic view about what security must deliver. So the Gartner slide doesn’t tell the entire story about McAfee. Gartner only tracks certain quadrants and we actually exist in additional places that Gartner doesn’t track and inside of those quadrants, there is often multiple solutions.
Visionary
Challenger
Niche
Leader
Data is Copyrighted to Gartner Group Magic Quadrant in terms of Leader, Visionary, Challenger and Niche Players

9. Why McAfee? Unwavering Commitment to Partner Success
Pick a Vendor Focus Build a Plan Enable Your Team Leverage Profitability Programs 1 2 3 4 5

10. Our primary focus is easy to understand and remember, because you have heard it before…my team is responsible for working together to drive our channel strategy by investing in you, growing with you and optimizing for you.
More specifically, we are committed to making the strategic investments that drive partner innovation, differentiation and profitability.
I will also tell you that with more than75% of our annual revenue flowing through the channel, you are our growth engine.
As such, we are committed to enabling your growth through training, incentives and demand generation
And finally, we will continue to optimize the resources that enable you to become that coveted trusted security advisor for our mutual customers.

11. Driving partner profitability
After that brief walk down memory lane, let’s move out of the past and into the present.
I broke these next few slides down by channel strategy pillar – Invest, Grow and Optimize
The first area we are going to look at is where and what are we investing in?
With this in mind there are 3 strategic investments I’d like to highlight:
The Stack Challenge has been a major investment for us 2013 that is really paying off.
The Stack Challenge is an online Tetris-style game that leverages building blocks that comprise the partner profitability stack.
The main objective of this game is to drive the adoption of Deal Registration – YTD deal reg bookings are up an astounding 215%
The way it works, the more deals you register, the more chances you’ll have to win
We have more than $25,000 in cash and prizes to give out
Be a Stack Master by obtaining the highest weekly score and win $750
We have issued nearly 6,000 game codes to more than 1500 people representing more than 1000 partner companies
McAfee Rewards
We have made a strategic investment to enhance the McAfee Rewards claiming process in 2013.
Available now!
The value prop: you only need to enter one SKU linked to a Grant # -- Previously the user had to enter every product within the deal had to be added to the claim…very time consuming.
YTD = 100+% increase in McAfee Rewards registrations
The ACE Activity Tracker
On the ACE front we have strategically invested in Rewards, Rebates and Tools.
On the tools side we created the ACE Activity Tracker, a quick and easy way for partners to submit their POCs & demos
For rebates we are offering 5% as part of the new ACE rebate
For Rewards:
$50 Rewards Points for each demo up to 10/ $500
$100 Rewards Points for each POC up to 3/$300
Triple Rewards Points for ACEs

12. New Demand Generation Kits
SMB Channel Kit
Endpoint Channel Kit
Big Security Data Channel Kit (SIEM)
Program Adoption
New Channel Spotlight Playbook
Demand Generation:
New Channel Kits
SMB is the New Cybercrime Target
Big Security Data Channel Kit
Endpoint Security Kit
SMP and iPAD App
Launch of new SMP site and iPad App at the end of May to coincide with Endpoint Launch
Enablement
Partner Onboarding Guides coming soon
VSKO a huge success
780 individuals from 423 partner organizations have participated in VSKO, that’s up from 287 individuals in 2012, a 271% increase
Partners have earn 1,466 hours of CE credit
95% of the survey respondents rated VSKO “Good” or “Very Good”
CAM Partnering for Success 2  Day Workshop
Learn strategies to conduct strategic business conversations resulting in accurate, actionable, and achievable business plans. 
“Build Your Skill” Program Training Series for all xCAMs
Short 30 minute online training series based on building your McAfee SecurityAlliance program knowledge.

13. McAfee Channel Spotlight
Easy-to-read, easy-to-navigate, concise quarterly guide that highlights key information to help partners grow & remain profitable
Active promotions
Profitability programs to maximize partner margins
Channel enablement highlights
New demand gen kits
Program Adoption
New Channel Spotlight Playbook
Demand Generation:
New Channel Kits
SMB is the New Cybercrime Target
Big Security Data Channel Kit
Endpoint Security Kit
SMP and iPAD App
Launch of new SMP site and iPad App at the end of May to coincide with Endpoint Launch
Enablement
Partner Onboarding Guides coming soon
VSKO a huge success
780 individuals from 423 partner organizations have participated in VSKO, that’s up from 287 individuals in 2012, a 271% increase
Partners have earn 1,466 hours of CE credit
95% of the survey respondents rated VSKO “Good” or “Very Good”
CAM Partnering for Success 2  Day Workshop
Learn strategies to conduct strategic business conversations resulting in accurate, actionable, and achievable business plans. 
“Build Your Skill” Program Training Series for all xCAMs
Short 30 minute online training series based on building your McAfee SecurityAlliance program knowledge.

14. New opportunities – Stonesoft & Advanced Threat Defense
Stonesoft Acquisition opens $4B Next Generation Firewall Market
Most complete network security portfolio in industry
Combine industry-leading IPS w/ Next Generation Firewall Powered by Stonesoft 
Stonesoft FAQ on Partner Portal
Advanced Threat Defense
Acquisition of ValidEdge sandboxing technology
Available on Q3 price book but ships mid-September
Tightly integrated with McAfee endpoint and network products

15. Call to Action: More Together
Continue to drive networking & endpoint business
Accelerate commercial & SMB growth
Leverage profitability programs
Generate demand with new channel kits
Stay informed with Channel Spotlight & McAfee Vision iPad App
Take advantage of DOUBLE CE Credits