In­tel gets ag­gres­sive with McAfee

CRN - - CONTENTS - — Sonal De­sai

In­tel In­dia is ey­ing ro­bust growth for its McAfee se­cu­rity busi­ness in 2014, on the back of an ag­gres­sive SMB strat­egy.

The com­pany says that its se­cu­rity busi­ness in In­dia grew by more than 40 per­cent last year. “The year 2013 was a good year for us. Our SMB busi­ness grew more than 40 per­cent, we dou­bled the num­ber of part­ners billed, we de­liv­ered 123 POCs and we mi­grated 1.5 lakh com­pet­ing end­points to the McAfee plat­form. In ad­di­tion we ex­e­cuted some very large deals from the govern­ment and large en­ter­prises in DLP, IPS and SIEM,” dis­closed Jagdish Ma­ha­p­a­tra, Man­ag­ing Di­rec­tor, In­dia & Saarc, McAfee.

The go-to-mar­ket (GTM) for 2014 in­cludes cre­at­ing a sep­a­rate dis­tri­bu­tion model and pro­grams for the SMB seg­ment. “For the first time we have de­vised a sep­a­rate prod­uct and price list for SMBs cus­tomers, the billing for which will be in In­dian ru­pees,” in­formed Ma­ha­p­a­tra. “We plan to have a dif­fer­ent dis­tri­bu­tion model for SMBs aimed at pro­vid­ing lo­cal­ized sup­port to the chan­nel. We are re­cruit­ing chan­nel man­agers and sales teams in many cities to boost our SMB strat­egy.”

Also the re­brand­ing of McAfee as In­tel Se­cu­rity is help­ing the com­pany to drive a stronger pres­ence in both the en­ter­prise and SMB seg­ments due to the large part­ner net­work of In­tel and the var­i­ous pro­grams it runs. “We have al­ready be­gun com­bin­ing part­ner pro­grams, and syn­er­giz­ing ad­ver­tis­ing and mar­ket­ing for a stronger chan­nel and cus­tomer con­nect,” Ma­ha­p­a­tra added.

The com­pany plans to lever­age its StoneSoft ac­qui­si­tion. “The next gen­er­a­tion fire­wall so­lu­tions from StoneSoft has opened a very large and new mar­ket for us,” he said. “In our es­ti­mate, the to­tal ad­dress­able mar­ket for StoneSoft in In­dia is $100 mil­lion.”

In­tel has also strength­ened tech­ni­cal sup­port for In­dian con­sumers by adding toll­free sup­port in Hindi.

JAGDISH MA­HA­P­A­TRA

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