Ken McCray – McAfee Blogs https://securingtomorrow.mcafee.com Securing Tomorrow. Today. Tue, 06 Aug 2019 16:16:29 +0000 en-US hourly 1 https://securingtomorrow.mcafee.com/wp-content/uploads/2018/11/cropped-favicon-32x32.png Ken McCray – McAfee Blogs https://securingtomorrow.mcafee.com 32 32 The McAfee Americas Channel Promise https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/the-mcafee-americas-channel-promise/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/the-mcafee-americas-channel-promise/#respond Tue, 06 Aug 2019 15:00:28 +0000 https://securingtomorrow.mcafee.com/?p=96297

In my 26th year at McAfee, my fourth leading the Americas Channel Organization, I wanted to take a step back and ask my team a few questions: What does being a part of the McAfee Channel team mean to our partners, to our company, and to our channel employees? Why do we do what we […]

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In my 26th year at McAfee, my fourth leading the Americas Channel Organization, I wanted to take a step back and ask my team a few questions:

  • What does being a part of the McAfee Channel team mean to our partners, to our company, and to our channel employees?
  • Why do we do what we do?
  • What value do we bring?

Over the course of eight weeks, I worked with the core Americas Channel management team and a third-party vendor to frame out the McAfee Americas Channel Promise. This exercise forced us to dig deep into our organization and define what matters, articulate the value of our channel, and more. I would like to share what we launched last month at the Americas Channel All Hands event, because I hope it’s something you can attach yourselves to as a McAfee partner.

I AM McAfee Channel

The Americas Channel is a vital growth engine for increasing market share for McAfee.

We Bring

Scale and market presence

Competitive insights

Deeper customer advocacy

Operational and financial stability

Managed services

Advocacy for partners

Our Value Proposition

Together, we will deliver on our customers’ business outcomes. The channel provides McAfee with the ability to scale effectively and efficiently with our McAfee differentiators. The best way to achieve scale is through a robust, purpose-built channel.

We do this through resellers, system integrators, distributors, OEMs (original equipment manufacturers), security consultants, and service providers.

Our channel community enables us to meet the demands of an ever-changing landscape of customer expectations, consumption models, competitive threats, and shifting markets.

Without Our Channel Community, McAfee Would:

Lack alternative consumption and purchasing options for customers

Sacrifice sales and operational capacity

Increase financial risk and exposure

Lose scale and market presence globally

Miss out on competitive insights

Incur additional go-to-market costs

I AM McAfee Channel

To Our Channel Partners

We are your partner and your primary advocate inside McAfee.

To Our Company

We are a growth catalyst that helps deliver on our customers’ value drivers at scale, provide deeper customer relationships, and position McAfee as the cybersecurity market leader.

To Our Channel Employees

We are the place to be within McAfee. We embody our company values in all that we do, and we believe that “Together is power.” We foster strong partnerships with and through our channel partners to increase McAfee’s market share and maintain our position as cybersecurity leader, build deeper customer relationships, and help keep the world safe from cyberthreats.

I AM McAfee Channel, and I hope that if you’re a partner with McAfee, this message resonates with you. I know it does with our team, and we are proud to be a part of this partnership with you. Your feedback is welcome in the comments.

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PACE – People, Alignment, Culture, and Execution https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/pace-people-alignment-culture-and-execution/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/pace-people-alignment-culture-and-execution/#respond Fri, 15 Feb 2019 15:00:12 +0000 https://securingtomorrow.mcafee.com/?p=94178

McAfee was founded in 1987, and at 32 years old, we’re moving faster than ever before with more precision, agility, and innovation. With McAfee’s expected growth in 2019 as the device-to-cloud cybersecurity company, we recognize the need to ensure that the Americas Channel Team is sharply focused. As I’ve met with members of my team, […]

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McAfee was founded in 1987, and at 32 years old, we’re moving faster than ever before with more precision, agility, and innovation. With McAfee’s expected growth in 2019 as the device-to-cloud cybersecurity company, we recognize the need to ensure that the Americas Channel Team is sharply focused. As I’ve met with members of my team, both individually and in planning sessions, we are already hitting the ground running. This year, the stage is set for our PACE—our pace within the company, and our People, Alignment, Culture, and Execution.

The first focus area, Our People, not only encompasses our team, but also our partners and customers. I truly believe if you take care of the people, the people will take care of you. As a Channel Organization, we ensure that both our partners’ and customers’ needs are met. Through tightly aligned cross-functional organizations internally, we are creating powerful unity as we serve customers together.

Our Alignment concentrates on making sure we’re moving in the same direction at the same time.

Within Our Culture, we have a primary and secondary culture. Our primary culture is centered around our pledge that each McAfee employee signs, declaring dedication to keeping the world safe from cyberthreats. However, the Channel Organization has also cultivated a secondary culture, which is supported by our corporate value surrounding candor and transparency. We aim for both cultures to be evident in everything we do.

With Our Execution, we believe that if we commit to something, we must execute it. Accountability is a priority for our team. Our Execution is currently centered around our MVISION portfolio family, which includes MVISION Endpoint, ePO, Cloud, Mobile, and EDR (coming soon). Designed to encompass our overall brand through a simple approach, MVISION is an integrated, open system from device to cloud that offers consolidated visibility, comprehension, and control across a digital landscape. If you’re not up to speed on MVISION, please take some time to research and get familiar. Our mutual customers are going to love it.

This year, we are excited to be working on our PACE. We are committed to maintaining a healthy PACE for the betterment of our customers, partners, and team. We hope the PACE we set this year will serve all who interact with McAfee.

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2018 Americas Partner Summit https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/2018-americas-partner-summit/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/2018-americas-partner-summit/#respond Thu, 15 Nov 2018 14:00:19 +0000 https://securingtomorrow.mcafee.com/?p=92707

The Americas Partner Summit 2018 was held on Tuesday, October 16 at MPOWER Cybersecurity Summit. It was a day filled with McAfee and partner leadership coming together to collaborate on McAfee’s partner strategy, product portfolio, programs, and more. Here are some of the highlights: The Audience 338 partners 225 VAR, Disti, MSP, etc. 35 OEM […]

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The Americas Partner Summit 2018 was held on Tuesday, October 16 at MPOWER Cybersecurity Summit. It was a day filled with McAfee and partner leadership coming together to collaborate on McAfee’s partner strategy, product portfolio, programs, and more. Here are some of the highlights:

The Audience

  • 338 partners
    • 225 VAR, Disti, MSP, etc.
    • 35 OEM
    • 78 SIA
  • 28% Executive-Level
  • 46% Director-Level
  • 26% Technical or Consultant-Level

McAfee Partner of the Year Awards

I invited the McAfee leadership team to the stage and we recognized 25 partners with awards for excellence and innovation in security. We welcomed DJ Miss Ninja to have some fun while we celebrated this elite group of partners for the work they’ve accomplished through innovative solutions for better customer outcomes, selling into net new logo accounts, and more. You can view the full list of winners here.

Create the Possible

As you know, McAfee has a vast ecosystem of partners – professional services, solution providers, service providers/systems integrators, original equipment manufacturers, security innovation alliance, and distribution. In 2017, I challenged you, our partner community, to collaborate with each other, and with McAfee, to deliver innovative solutions for better customer outcomes. And, wow did you deliver! Throughout the day, we showed seven short videos highlighting the innovation from unique partners in the Americas. Thank you to the partners who stepped out to document their success. The work that the McAfee Partner community has delivered in the last year is truly a testament that we can Create the Possible when we work together.

Key Takeaways

Partners heard program, product, and corporate strategy from our C-Level executives, and had the opportunity to dig deeper into the information through ample Q&A throughout the day. While we took numerous questions from the audience, our executives had some key call to actions from the partners.

To read about the key takeaways, download the slides from the various presentations, etc. please click here to visit the partner portal Partner Summit 2018 page.

 To Summarize

Partner Summit is where our partners go beyond the keynotes. Innovation, collaboration, and momentum is what will allow us to Create the Possible. The annual Partner Summit event provides a space where McAfee and McAfee Partners come together to build momentum to get us to the next possibility.

If you were unable to attend, I hope to see you next year. If you attended, I sincerely thank you and hope you walked away with action items that we can accomplish together.

Let’s go create the possible! Together is power.

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McAfee Honors 25 Partners with Awards for Excellence & Innovation in Security https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/mcafee-honors-25-partners-with-awards-for-excellence-innovation-in-security/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/mcafee-honors-25-partners-with-awards-for-excellence-innovation-in-security/#respond Wed, 17 Oct 2018 00:00:42 +0000 https://securingtomorrow.mcafee.com/?p=92023 Today McAfee, the device-to-cloud cybersecurity company, announced the winners of its distinguished Partner Awards. The awards ceremony, hosted at McAfee’s Americas Partner Summit in Las Vegas, recognized partners who demonstrated the embodiment of three foundational pillars of the McAfee Partner Program: strategic relationships, profitable partnerships and driving better customer outcomes. Partners received awards based on […]

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Today McAfee, the device-to-cloud cybersecurity company, announced the winners of its distinguished Partner Awards. The awards ceremony, hosted at McAfee’s Americas Partner Summit in Las Vegas, recognized partners who demonstrated the embodiment of three foundational pillars of the McAfee Partner Program: strategic relationships, profitable partnerships and driving better customer outcomes.

Partners received awards based on their commitment to McAfee’s business strategy, building strong ecosystems, dedication to customers, delivery of exemplary marketing strategies, going above and beyond in the name of community service, demonstration of technical efficiency and successful buildout of managed services.

“In cybersecurity no one company can prevent every possible threat, and that’s what makes the partner community so vital to the success of our customers,” said Ken McCray, head of channel sales and operations for the Americas at McAfee. “No matter what, we put the customer at the core of everything we do by working together with our partners to provide the solutions and expertise that businesses depend on.”

Winners included:

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Securing Data Together https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/securing-data-together/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/securing-data-together/#respond Wed, 03 Oct 2018 14:00:36 +0000 https://securingtomorrow.mcafee.com/?p=91730 At McAfee, we value keeping customers at the core of our business. We deeply care about serving our clients and partners with excellence and we actively work to implement changes based on their suggestions. One of the ways we receive this feedback is through The Channel Company’s Annual Report Card survey. The Annual Report Card […]

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At McAfee, we value keeping customers at the core of our business. We deeply care about serving our clients and partners with excellence and we actively work to implement changes based on their suggestions. One of the ways we receive this feedback is through The Channel Company’s Annual Report Card survey.

The Annual Report Card summarizes results from a comprehensive survey that exhibits solution provider satisfaction across product innovation, support, and partnership for the hardware services and software vendors they team up with. More than 3,000 solution providers evaluate their satisfaction using this survey with over 65 vendor partners in 24 major product categories. The results help us understand how the market views McAfee, validate that we are doing the right things, and make changes as needed.

On behalf of McAfee, I am honored to announce that McAfee tied for the top spot in the Data Security category, receiving an overall score of 79.7. Within this category, McAfee scored highest in partnership (80.9) and managed and cloud services (76.3). Additionally, we took second place in Endpoint Security with an overall score of 80.3.

The cybersecurity landscape is constantly transforming with new threats targeting the data and systems of businesses everywhere. The main way McAfee protects data in this evolving environment is through McAfee Data Loss Prevention (McAfee DLP). This is a comprehensive solution that safeguards intellectual property and ensures compliance to internal policies by protecting sensitive data wherever it lives—on premises, in the cloud, or at endpoints. With McAfee DLP, users are empowered with data protection manual classification along with real-time pop-ups and a self-remediation tool to help increase employee data protection awareness.

We’re proud to provide a Data Loss Prevention solution that has earned the respect and trust of the partner community. Ultimately, we could not have accomplished this without our partners. We greatly appreciate partner loyalty and recognize the importance of the vital role they play in our business. We are excited to continue developing our partnerships and celebrate shared success along the way. Together with channel partners and distributors around the world, we are working to keep our customers and their data safe.

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Reaching GDPR: A Partner Approach https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/reaching-gdpr-a-partner-approach/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/reaching-gdpr-a-partner-approach/#respond Mon, 11 Jun 2018 16:35:58 +0000 https://securingtomorrow.mcafee.com/?p=89531

As Raj Samani, Chief Scientist and Fellow at McAfee says, “It’s critical that businesses do everything they can to protect one of the world’s most valuable assets: data.” Whether your organization achieved compliance with General Data Protection Regulation (GDPR) by the enforcement date on May 25, or still has a way to go, data will […]

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As Raj Samani, Chief Scientist and Fellow at McAfee says, “It’s critical that businesses do everything they can to protect one of the world’s most valuable assets: data.” Whether your organization achieved compliance with General Data Protection Regulation (GDPR) by the enforcement date on May 25, or still has a way to go, data will continue to play a large and evolving role in every sector and at every company. Samani explains, “The good news is that businesses are finding that stricter data protection regulations benefit both consumers and their bottom line. However, many have short-term barriers to overcome to become compliant, for example, to reduce the time it takes to report a breach.”

With the high cost to achieve compliance standards and even steeper fines if the rules are not met, complying with GDPR can seem daunting. If your organization is still working on meeting the base level regulation, McAfee and our partners have a wide range of materials to assist, including the National Institute of Standards and Technology (NIST) Cybersecurity Framework and a site with all you need to prepare for GDPR requirements. Additionally, McAfee Skyhigh has a detailed action guide to help organizations interpret the legislation and provide guidance on actions that need to be taken regarding data in the cloud.

McAfee doesn’t work alone in our commitment to GDPR and data security. Thanks to McAfee’s Security Innovation Alliance (SIA), we can quickly and effectively help more customers protect their data. These 125+ SIA vendors are committed to working together with our integrated ecosystem to help businesses reach and maintain GDPR standards.

While reaching compliance is the important first step, going beyond the data security fundamentals will quickly become critical to every organization, from commercial to healthcare. It is important to keep in mind that complying with GDPR does not mean you will not be breached. A genuine culture of privacy needs to be created as a core value within each organization. Consumers are increasingly aware of how companies are keeping their data secure and businesses cannot afford to lose customer confidence in relation to data security. Securing consumer’s personal data in a transparent manner can serve as a differentiating factor for any company.

As cybersecurity professionals, it is up to us at McAfee and our Partners to provide the most pertinent GDPR information to each of our customers and help instill the culture of data privacy. The advent of GDPR is the best opportunity in a generation to bring data security up to every customer’s C-Suite and introduce meaningful and lasting change in data security. Together, we can support our customers to achieve GDPR compliance and beyond!

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Women in the McAfee Channel https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/women-in-the-mcafee-channel/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/women-in-the-mcafee-channel/#respond Wed, 30 May 2018 19:00:42 +0000 https://securingtomorrow.mcafee.com/?p=89152 At McAfee, we work hard to advocate and empower women in what remains a male-dominated industry. Women currently make up less than 20 percent of U.S. tech jobs, despite making up more than half of the U.S. workforce, according to recent data compiled by virtual event solutions company, Evia. Considering the great talent and diversity […]

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At McAfee, we work hard to advocate and empower women in what remains a male-dominated industry. Women currently make up less than 20 percent of U.S. tech jobs, despite making up more than half of the U.S. workforce, according to recent data compiled by virtual event solutions company, Evia. Considering the great talent and diversity of thought that women bring to our organizations, it is clear we need more women in tech.

With that said, I am proud and honored to recognize five outstanding women from McAfee who have been named by CRN on its prestigious Women of the Channel list. This annual list is comprised of brilliant women that span the IT channel, representing vendors, distributors, solution providers and other organizations that figure prominently in the channel ecosystem. Each is recognized for her outstanding leadership, vision and unique role in driving channel growth and innovation.

Sue Fossnes has been dedicated to the design, development and success of partner programs in the security market for much of her distinguished career. She has held positions in the cybersecurity industry leading regional and global channel programs and operations, where her innovative programs resulted in top line revenue growth and additional profitability opportunities for partners.  Sue has worked diligently to simplify and enhance the portfolio of McAfee profitability programs for our partners, with the goal of enriching the value proposition for partnering with us, and rewarding those partners who have invested deeply in our relationship in a predictable fashion.

Carrie Hayes is a senior marketing leader recognized for her broad marketing expertise in strategic planning, communications, demand generation, branding, and content marketing in technology for over 20 years, half of which has been spent at McAfee in various channel marketing roles.  Carrie develops integrated marketing strategies that enable partners to enhance their security expertise, increase profitability, drive demand and increase relevancy with customers across multiple routes to market around the globe. She also manages the McAfee global channels brand and solutions go-to-market for the channel. Most recently, Carrie led the Intel acquisition and McAfee spin-off re-branding initiatives for the Global Channels Organization.

Chari Rhoades leads the Americas channel operations and distribution at McAfee. Within her channel operations role, she leads a team responsible for special projects, enablement, and communications for the Americas’ partners. Her distribution team is focused on leveraging capabilities to increase McAfee’s customer market share. She also oversees several key channel initiatives focused on generating net new logos and new business growth.  Chari has held leadership roles in marketing, sales operations and communications.

Pamela Boich leads strategic planning and major initiatives for the global partner sales organization. Her team is responsible for driving the transformational projects that enables McAfee to better serve partners and customers, and provide global support to transacting distributors, resellers, and service providers. Pam entered the telecom and embedded systems industry in market research and product marketing roles.  She later transitioned into sales operations, partner programs, and strategic planning, and is now serving as the channel’s functional owner for key projects such as a Salesforce.com CRM implementation, Configure-Price-Quote development, and partner relationship management initiatives.

Regan Ogner is a senior leader of global distribution sales and works with internal teams and distributors worldwide to drive mutual growth and profitability. She has also held senior leadership roles in global partner marketing to accelerate partner growth and loyalty including partner enablement, demand generation, incentives, marketing development fund investments, events, digital marketing and partner communications. Regan joined McAfee Canada in 2010 where she was responsible for the Canadian and Northeast U.S. marketing strategy and programs.  Regan is a creative marketer and an authentic leader who helps others excel while making a positive impact on the business.

Please join me to congratulate these five women on this exciting recognition. Their passion and confidence never ceases to amaze me as they serve as an inspiration to the women they engage with, their teams, our channel partners, and future generations of women in the tech industry.

Cybersecurity Ventures predicts there will be 3.5 million cybersecurity job openings by 2021 as cybercrime will more than triple the number of job openings in the next five years. I am encouraged and proud to have the women of McAfee lead by example and ultimately attract more women to a career in cybersecurity.

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International Women’s Day in the Channel https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/international-womens-day-channel/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/international-womens-day-channel/#respond Thu, 08 Mar 2018 16:38:41 +0000 https://securingtomorrow.mcafee.com/?p=85195 I have had the privilege of working with many exceptional people over the course of my career. For International Women’s Day this year, I wanted to feature some of the dedicated and talented women I have the opportunity to work with in the Channel. The following individuals have great advice and stories that we all […]

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I have had the privilege of working with many exceptional people over the course of my career. For International Women’s Day this year, I wanted to feature some of the dedicated and talented women I have the opportunity to work with in the Channel. The following individuals have great advice and stories that we all can learn from.


Deb Gannaway
Principal, DG Technology Consulting

What made you get into the technology industry?

During my first job out of college our company started to leverage technology to change the way we interacted with our clients and to improve our company’s perception in the industry. I was asked at that time by our executive team to take on this new project. I don’t think anyone else wanted it because it seemed too different from the current approach and change is hard. However, after a few months working with the IT consulting firm assigned to our company and some of our test clients, it became crystal clear that I was one of the most fortunate employees because the project took off opening many doors.   I was at the right place as they say!

What are some things you do to help mentor and grow women within your organization?

The best way to mentor and help women and men grow is to lead by example.  Mentoring a high school young woman or a woman at work involves listening as well as teaching.  I encourage students and working adults to try new things, attend seminars, read books, take classes, set meetings with people you admire to learn from them and ask questions. All of these activities help an individual see possibilities and focus on their strengths personally and professionally.  I suggest making annual goals and review them quarterly. There are times those goals are met, exceeded or even changed. Last year we started an intern program to teach college students how to conduct meetings, communicate with partners and clients and work as a team.  I tell them how and why I started my business and let them know they can do if that is a dream.

Suggested Reading and Tips for Growth:

  • Stay current, go to seminars, create personal and business community
  • The Power of Positive Thinking by Norman Vincent Peale – I take this book with me and have been reading and rereading it for years. It keeps me grounded and focused.
  • First Break All the Rules by Marcus Buckingham – I like this for book for managers because it tells you what is obvious and keeps it simple. I think it is good for experienced managers and new managers.

 

Linda Ford
VP Marketing, DynTek Services, Inc.

What are some things you do to help mentor and grow women within your organization?

I’m passionate about recruiting young women to join the technology industry. This topic is near and dear to my heart and something I champion as an IAMCP WIT Chicago board member, Oak Grove School Education Foundation board member and woman of the channel.  Whenever I talk to young women about their career aspirations, I stress that a career in technology spans beyond just programming or engineering.  Tech careers are inclusive of sales, operations, marketing, human resources and much more.  You can pursue a broad range of interests in the tech field.  I also think young women, and men, today have an intrinsic understanding of technology as digital natives.  It is such an exciting time to be in technology because the work we do is so generally accessible to the public as a whole – there is a much greater understanding of how technology applies to our daily lives.

As a successful professional, what are two-to-three tips to maintaining a good work-life balance?

Check guilt at the door!  As a working mother, I feel like I am modeling a passion for work for my kids.  If we view our careers and life choices as assets to our character, whether it is working outside the home or in it, I believe that sends a positive message to our kids.  Also, work/life balance is never a 50/50 proposition.  It will constantly be shifting in one direction or the other.  I try to be ‘present’ for the task at hand.  If that is watching a soccer game, then it is time to put the cell phone away.

Suggested Reading and Tips for Growth:

  • Grit, by Angela Duckworth – I just read this with my 5th grader for a project.  It was a great reminder that hard work and passion are key.
  • I am a big believer in volunteering and networking with your communities – women in technology, local organizations and other passion projects.
  • Learn from the many women in the channel who work to create and promote the channel ecosystem with fierce intelligence, competitiveness and grace, while keeping family a key priority. Ask this network of women for advice, brainstorming, challenges and the like.  Having our mentors within arm’s reach is deeply fulfilling.

 

Susan O’Sullivan
VP Sales, US, Ingram Micro

What are some things you do to help mentor and grow women within your organization?

Mentoring is a gift that keeps on giving to everyone involved. I mentor many women at Ingram Micro and have been mentored by both men and women at Ingram Micro. We have such amazing people in and around our company, and I am always watching for up and coming individuals to engage with and learn from as well. Ingram Micro has made diversity a priority and to fuel the success of this ongoing initiative, we have our own Women’s Forum, which is part of our North American campuses.  Throughout the year, we bring in guest speakers and each female executive involved has her own small women’s group that meets monthly on campus and, or remotely.

As a successful professional, what are two-to-three tips to maintaining a good work-life balance?

Over the years, I’ve found it’s not so much how to balance, but how to be present when you’re in the moment so you can be the best at what you’re doing. When I am at work, I am at work. When I am home or back in the day when I was at a school or watching a sporting event, I was present.  Yes, at times, one crosses over into the next, but making it a priority to be present and not distracted by my device has made a positive difference at home and at work. If you hire smart, encourage teamwork and lead by example, finding a healthy balance and a clear headspace to enjoy the moments we have is priceless, and not as hard as it may seem.

Suggested Reading and Tips for Growth:

  • Built to Last by James Collins and Jerry Porras
  • The First 90 days by Michael D. Watkins
  • 7 Habits by Stephen Covey
  • Watch TED talks in the morning or before I go to bed on leadership, motivation, sales, team building; they can be so inspiring.
  • Take advantage of podcasts. You can listen to them on the go, in the air – they are a great on-demand learning tool.

 

Wendy Hoey
Senior Director of Global Sourcing, Optiv

What are some things you do to help mentor and grow women within your organization?

I have been very fortunate to work with a lot of up and coming young women and pride myself as being someone that they can always come to for direction and advice.

I set up short monthly meetings/calls with my female colleagues to run through what they have been doing, any issues or challenges that they have been encountering and just chat through and help with some advice and direction. With us all working remote we can get too bogged down day to day – so make some time to review how things are going with your other female colleagues, listen and learn from other experiences.

As a successful professional, what are two-to-three tips to maintaining a good work-life balance?

When you are on vacation – actually be on vacation, don’t check emails, they will be there when you get back! Too many of my American colleagues don’t ‘switch’ off and you need to have a break or what is the point of working so hard.

Block off some time every day in your calendar for ‘prep’ time. With so many people working remote – conference calls and meetings have taken over our day to day lives – so make sure you have a break by blocking some time in your day to day so that you have some time allotted for reviewing what you are doing that day, or even grabbing something to eat or to run the odd errand.

I also have some exercise bands in my home office – so when I am on a long call I can just do some simple exercises to keep my body moving as some days I can be stuck on calls for most of the day. I hate the days when my fit bit is telling me that I’ve only moved 1000 steps! Invest in a good blue tooth headset so you can move around while on calls – keep active!

Suggested Reading and Tips for Growth:

  • Set aside 2 hours a week for self-improvement. Pick some key topics within your industry and turn off your email, and your phone – block out in your diary, and review some subject matter from your industry.
  • The 4 Disciplines of Execution by Chris McChesney – Chris recently spoke at our SKO, and the principles within his book outline how to manage your tasks/objectives to ensure that you achieve the important ones and don’t get bogged down in the day to day whirlwind. I have started to use this method with my team and it’s already helped us achieve some goals that had been outstanding due to having too many projects at one time and not knowing where to start.

 

Jacquie Goldstein
Director, Software Partners, SHI

What are some things you do to help mentor and grow women within your organization?

My leadership tends to be more by example than anything coordinated. I have an open-door policy for all of my employees, and am always there to listen. I like to get to know all of my employees as well as they will let me get to know them. For me, it starts with showing woman in our industry that there are opportunities for them, and mentoring them on the importance of putting themselves out there for new opportunities, even if they don’t think they are 100% ready or fully qualified.  Most studies show that women tend to hold themselves back on growth opportunities until they feel they are totally prepared and/or ready, which could lead them to missing out on a realistic career –changing opportunity. I also stress the importance of confidence, especially within the technology industry – while though the numbers are increasing, it is still very male-centric industry. There are still many a conference I attend where I am one of the only women, and it is crucial for us to value our own worth, and insist that others do so as well. I also relay to young women, that it is so important to just be themselves and remember that they are only human, particularly when they are in a leadership role. You need to be your authentic you, or else you will not be true to yourself or ultimately in the job you are doing.

Suggested Reading and Tips for Growth:

  • Emergenetics Training at work was a truly amazing experience. It taught me a ton about myself that I was not previously in tune with, and made me understand the type of leader I am, and how I best process and learn new things. It also made me understand others which is worth its weight in gold. Moreover, any training on emotional intelligence/IQ is imperative to anyone in a leadership position.
  • Reread Oh the Places You’ll Go by Dr. Suess – I’m a huge proponent of going back to the basics. Sometimes, that which is the most simple, is the most profound.
  • There are tons of leadership books and training out there. Don’t be afraid to try different things, particularly those that may push you out of your comfort zone. The truth is, you never stop learning no matter what line of work you may be in, and the more open you are to different experiences, different techniques, and different points of view, the better off you are.

 

Shelly Bodine
Chief of Staff, SoftwareOne

What are some things you do to help mentor and grow women within your organization?

Currently I am working with a team of women within my organization who just launched our first “Women in Technology” forum in 2017.  It has been rewarding to see the amount of enthusiasm we have received as a group about the work we have done.  I have also served as a mentor for a number of women and men throughout my career, as it is a passion of mine to see people grow in their career.

As a successful professional, what are two-to-three tips to maintaining a good work-life balance?

Learn to set priorities in both areas of your life – and say no to things that don’t align. Your Family and Health should always be a priority.

Suggested Reading and Tips for Growth:

  • The Patrick Lencioni series of books – you can always relate to one of the “characters”
  • Networking – both formally at events, as well as informally by keeping in contact with those in your industry.

 

Tracy Holtz
Director, Security and Information Management, Tech Data

What made you get into the technology industry? 

Prior to joining Tech Data, I worked for a small components distributor which allowed me the opportunity to gain new skills and exposure to the industry which peaked my interest.  I quickly became fascinated with Security market and threat landscape therefore spent more time investing time to further enhance my knowledge and skills.
What are some things you do to help mentor and grow women within your organization?  

I encourage my team to get engaged in user groups, volunteer opportunities, and company projects which provide an opportunity to expand their knowledge base, provide exposure to senior leaders, and give back to the community.  In addition, offering regular mentoring sessions directly with employees to specifically dive deeper into personal opportunities.

Suggested Reading and Tips for Growth:

Find Your Why by Simon Sinek – I had previously read Sinek’s “Start with Why” earlier in the year and thoroughly enjoyed the book reflecting on purpose or beliefs that inspire you to apply with others. “Find Your Why” allows you an opportunity to leverage the knowledge gained in “Start with Why” but also find ways to inspire yourself at work, leading you to inspire others around you.

 

Chari Kelsey
Director, Channel Operations and Distribution – Americas, McAfee

What made you get into the technology industry?

I was and am still passionate about being on the good side of the fight. Knowing that the solutions we provide to our customers helps protect them keeps me inspired and engaged in this industry.

As a successful professional, what are your tips to maintaining a good work-life balance?

My calendar is everything to me. I make sure I am scheduling time for things that matter to me (time with my family and friends, working out, hobbies, etc.). I find that this approach ensures I prioritize how I use the time I have available.

Meditation has become a daily habit even if it is just for 10 min. It helps keep me focused.

Sometimes when things are crazy busy, I have to just mentally remind myself that I am doing my best. Some days one part of my life will take more from me than other parts. When I can just embrace the imbalance, I don’t get as thrown off by it and know that it will even out.

Suggested Reading and Tips for Growth:

  • The Confidence Code by Katty Kay and Claire Shipman – This was a recommendation from the last Women in Channel event I attended.
  • Better than Before by Gretchen Rubin- This is by far the best book I’ve read this year. It has great relatable and practical guidance for establishing habits around what you value.

 

Gabriela Ferado
Manager, Channel Sales, McAfee

What are some things you do to help mentor and grow women within your organization?
I am always available for a chat, and if people are willing to listen, always happy to give advice. For my team, my ultimate goal is always growth, so we should have a plan to achieve that in one way or another, as long as the individual is willing to do it.

As a successful professional, what are two-to-three tips to maintaining a good work-life balance?

First of all, accept that perfect balance is probably not achievable. Set boundaries and respect them as much as possible. There will be times when work needs more of you and times when life needs more of you. Just be okay with your decisions on how you spend your time and energy. We have to be well in all aspects of our lives in order to perform at our highest, so I do try to make sure I have a little bit of everything – work/fun/family/exercise, etc.

Suggested Reading and Tips for Growth:

  • The Art of Racing in the Rain by Garth Stein – It’s the story of a family as told by the family dog – who happens to love car racing and makes analogies between racing and life. Enzo the dog gives some good advice like “the car goes where the eyes go” – as in keep your eyes on the goal and do the right thing to get there.
  • Any book or training that makes you a better person

 

Kristin Carnes
Director, Worldwide Channel Sales, Cloud Business Unit, McAfee

 As a successful professional, what are two-to-three tips to maintaining a good work-life balance?
I’ve had a career all my life.  Like many women I went to work, got married, had kids and kept on working.  My job may not define me but it is a large part of who I am.  Raising two boys and having a husband who taught and coached for 17 years requires planning and the ability to deal with spontaneous situations.  Consciously schedule time for your personal life and set the example of “turning off” with the people you love, they will follow suit.  Expect there will be surprises and disruptions both from work and your personal life and choose wisely when and how you react.   Find a passion that has nothing to do with work and requires your complete concentration in order to master it successfully.

Suggested Reading and Tips for Growth:

The Bell Jar by Sylvia Plath. Being married to an English Teacher is what exposed me to this book.  While it can be dark and harrowing, I have found that reading it again throughout my life my lens changes depending on where I am in my own personal journey. As we mature and grow, so does our perspective.  I read The Bell Jar at least once every three years and while the story is the same, I find that the parts of the story that affect me change.

 

Megan Miles Gee

Partner Manager, Cloud Business Unit, McAfee

What made you get into the technology industry?

I’ve actually never known anything else, literally. You see, my father was in the industry so I was always surrounded by it.  I was fascinated by the work he and his company did and was always asking questions but never imagined myself following in his footsteps.  My degree is actually in English and Political Communication- I wanted to be the next Peggy Noonan, a political speech writer.  Fast forward, a couple of years out of college and a divorce later, and I was looking to begin my career.  I found an entry-level outside sales position for a telecommunications provider.  The ‘.com’ bubble had recently burst and the industry was rapidly changing.  My father had always been supportive of me and my sister and anything that we wanted to do but for the first time ever had some concerns.  He was concerned given the state of the industry but even more so because “his little girl” was entering “a man’s world.”  He had always been more progressive- he actually hired the first female director in the company to his staff. He shared with me the concerns other leadership had since she was female, (mind you, this was the south…in the ‘70’s) and he didn’t want that for me- he knew that I would have to work extra hard to prove myself, much like she did.  I appreciated his concerns and wasn’t worried because “it was just a sales job to get some experience under my belt and at least it was something that I was somewhat familiar with.”  That was14-years ago and I haven’t looked back.  He’s been 100% supportive of me and has been an amazing mentor.  My career in technology has ranged from sales, operations, consulting, and sales engineering.  Who knew that some of those silly questions like, “Dad, what makes a phone ring?” would bring me to where I am today!

Suggested Reading and Tips for Growth:

  • The 12 Week Year by Brian Moran and Michael Lennington
  • White Papers and McAfee briefs – Joining the McAfee team through acquisition of Skyhigh, there has been a lot to get up to date on here!

 

Natalie Tomlin
Channel Sales Director, Alternate Routes to Market, McAfee

What are some things you do to help mentor and grow women within your organization?

I am a strong proponent of encouraging women to speak up, talk, and be heard. I also advise people to talk to multiple women across the company to get a wide range of differing perspectives. It is my hope that these discussions will allow them to develop their own perspectives. Finally, I make sure that my team does an exercise where they write down their core values. If you have your values written down, it allows you to stay true to them.

What books and/or training do you suggest, and why?

  • From Good to Great by James Collins is my easily my number one pick.
  • Who Moved my Cheese by Ken Blanchard and Spencer Johnson is a good read, highlighting the fact that the only constant is change, so you always have to keep learning and adapting.
  • The Happiness Advantage by Shawn Achor is another one of the best books I’ve read recently, as it shows happiness fuels success rather than vice versa.

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McAfee Sales Kick Off: Play to Win https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/mcafee-sales-kick-off-play-win/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/mcafee-sales-kick-off-play-win/#respond Thu, 15 Feb 2018 16:00:17 +0000 https://securingtomorrow.mcafee.com/?p=84472 As we approach the end of our first full year as a standalone company, we also just concluded the first Sales Kick-Off (SKO) as the new McAfee. I am happy to report that the initial excitement of the spin-off is still going strong and we are looking forward to the coming year. My takeaways from […]

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As we approach the end of our first full year as a standalone company, we also just concluded the first Sales Kick-Off (SKO) as the new McAfee. I am happy to report that the initial excitement of the spin-off is still going strong and we are looking forward to the coming year. My takeaways from the 2018 SKO are four things that will make McAfee our customers’ number one security vendor: Our Partners, Our Solutions, Our Team, and Our Culture.

OUR PARTNERS

Our partnerships are built on an understanding of long term mutual growth. We have focused on having lasting relationships with the highest quality partners out there. In return for the commitment from our partners, the North America Channel has worked to increase McAfee Market Share through six objectives:

  1. Become our top partners’ number one security vendor
  2. Competitive displacements in net-new logo accounts
  3. Develop joint go-to-market channel program with Cisco because of our recent integration announcements
  4. Redistribute the channel marketing budget on stronger ROI generating activities
  5. Improve partner sponsored briefings
  6. Expand channel support of alternative routes to market

I won’t get into the details of each of these goals here on my blog, but we are actively engaged and making it happen in 2018. I’ll talk about this further on the February 21st webcast for McAfee Partners. If you’re a partner with us, please register here.

OUR SOLUTIONS

2018 is the year for McAfee solutions. We’ve expanded our OpenDXL reach through ground-breaking SIA integrations with Cisco, acquired the leader in CASB, and migrated customers to ENS 10.5, unlocking a fully integrated ecosystem. McAfee paved a path throughout 2017 to make 2018 an incredible year for our products and solutions. Meanwhile, the growing MSP segment provides scalability to deliver McAfee powered solutions with high value managed services. We are on track to be the best device to cloud company on the market with strategic partnerships that wrap value added services around McAfee-powered solutions.

OUR TEAM

I hear it everywhere I go: This is a golden age of McAfee. All our players are in position. Our CEO, Chris Young, is committed to speeding up the pace; innovation and efficiency are at the forefront of every part of the company. We have a Channel and Sales management team with over 150 years of combined cybersecurity experience committed to giving our Channel team everything they need to achieve success. And finally, our Channel and Sales teams are dedicated to putting our partners at the core of every action, helping to ensure positive outcomes.

OUR CULTURE

Although always staples of the McAfee culture, there has been a strong push recently to guarantee all our employees are focused on ethics and values such as integrity, innovation, transparency, and agility. As a company, we emphasize inclusivity and candor to facilitate a better business as we engage with any challenges from a wide range of welcome perspectives. Together, these values enable us to play to win by ensuring we give our all to bring value to our partners and customers to create a safer online world.

The optimism from this year’s SKO is not illusory. While there will certainly be challenges to face in 2018, with these four important factors discussed in place, we can out-innovate our adversaries and competition.

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Bringing Security to the Cloud and Beyond https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/bringing-security-cloud-beyond/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/bringing-security-cloud-beyond/#respond Fri, 19 Jan 2018 17:00:55 +0000 https://securingtomorrow.mcafee.com/?p=83775 I remember talking about cloud computing years ago as something in the future or as an “experiment,” knowing that one day it would be our everyday reality. Now, we’re there. Just ask yourself how many cloud applications you have on your smartphone or tablet to prove it. Cloud computing is everywhere and it is yet […]

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I remember talking about cloud computing years ago as something in the future or as an “experiment,” knowing that one day it would be our everyday reality. Now, we’re there. Just ask yourself how many cloud applications you have on your smartphone or tablet to prove it. Cloud computing is everywhere and it is yet another example of how fast this industry evolves.

Cloud computing is big business – one of the fastest-growing segments in technology. Today, 95 percent of all enterprises use some form of cloud computing, and nearly three-quarters of those instances are hybrid use cases. Sales of cloud services are increasing almost 20 percent annually, with some sub-segments increasing as much as 40 percent. Comparatively, the security market is seeing annual growth rates of 9 percent.

While the adoption rate is growing, CIOs and CISOs consistently list security risks as one of the top inhibitors to cloud adoption. They simply don’t have the tools for gaining visibility into cloud environments or the means for controlling their cloud-hosted data. We must resolve this security risk.

Recently, McAfee made a substantial investment in cloud security by announcing the acquisition of Skyhigh Networks, a leader in the cloud access security broker (CASB) market segment according to Gartner. CASB provides businesses with control over and insights into the data and users flowing in and out of cloud resources. With that visibility, businesses can better manage access and make smart decisions over data movement. In short, CASB fills the control gap by acting as an intermediary between an organization’s on-premises infrastructure and a cloud provider’s infrastructure.

As our CEO Chris Young wrote, “McAfee and Skyhigh share more in common than values. We both aspire to make cybersecurity an accelerant to the limitless potential of our digital age. We both know that our employees are at the heart of everything we do. And we both are committed to modernizing cybersecurity environments for the future.”

I am excited about the Skyhigh acquisition and I hope you are, too.  We are set up for a successful 2018, and I am looking forward to seeing what the future holds for our partners and McAfee.

While I’m looking forward to continued success in 2018, I reflect on 2017 and am proud of what we’ve accomplished. Together, we grew New Routes to Market, announced exciting partnerships through Security Innovation Alliances, completed Executive Briefing Centers that led to net new logos and substantial business, and attended events like Tech Forum and Partner Summit. Through the change back to McAfee as a standalone company, we had an incredible year to remember!

This year, look forward to seeing more McAfee products, partnerships, and resources that will help us all secure the digital future.

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At MPOWER, New Tools Give Partners a Defensive Edge https://securingtomorrow.mcafee.com/business/mpower-new-tools-give-partners-defensive-edge/ https://securingtomorrow.mcafee.com/business/mpower-new-tools-give-partners-defensive-edge/#respond Thu, 09 Nov 2017 14:00:01 +0000 https://securingtomorrow.mcafee.com/?p=82010 October is always one of the busiest months of my year with the beginning of Q4 in full swing and the MPOWER Cybersecurity Summit & Americas Partner Summit events in Las Vegas. This is a prime opportunity to engage with the great partners that carry our brand and our products into the field and expertly […]

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October is always one of the busiest months of my year with the beginning of Q4 in full swing and the MPOWER Cybersecurity Summit & Americas Partner Summit events in Las Vegas. This is a prime opportunity to engage with the great partners that carry our brand and our products into the field and expertly support our mutual customers.

This year’s MPOWER Cybersecurity Summit was more than just an conference. This was our first official gathering since becoming an independent company again. In keeping with our motto, “Together is Power,” 2017’s MPOWER demonstrated the formidable togetherness and power of the extended McAfee partner community.

Our commitment to the partner community was on full display at MPOWER, where we showcased powerful Security Innovation Alliance integrations and new innovations on tap to help partners and customers transform their security operations centers (SOCs). Together, we will shift the balance of power in the battle against evolving and emerging threats at every stage of the threat defense lifecycle.

McAfee understands partners are dealing not only with a rapidly changing threat landscape but also with a virtual fire hose of new and updated security solutions. At MPOWER, partners witnessed firsthand how our game-changing “Protect, Detect, Correct, and Adapt,” approach aims to reduce complexity and make partners more efficient and effective.

In the coming months, McAfee partners will have access to several important innovations that promise to continue evolving traditional security architecture, including:

  • McAfee Enterprise Security 11.0: We’ve added speed, power, and advanced capabilities to our premier endpoint protection suite to deliver our most comprehensive client security product. With McAfee Enterprise Security 11.0, McAfee partners can offer customers a highly scalable platform with advanced analytics, deep and machine learning, powerful event handling, and efficient integration with other security products in their arsenal.
  • McAfee Behavioral Analytics: In the SOC, understanding and baselining user behavior often makes the difference between efficient protection and useless noise. Our latest User and Entity Behavior Analytics offering gives McAfee partners powerful analytics to catalog suspicious events and build dynamic threat models based on risky user activity.
  • McAfee Investigator: We’re bringing machine learning and artificial intelligence (AI) to bear on threat remediation and incident response, making the process more efficient, more accurate, and up to 10 times faster. By automating much of the manual threat investigations process with technology that learns and improves over time, partners can deliver world-class protection with less overhead.
  • McAfee Cloud Workload Security: Increasingly, customers are asking partners to protect cloud-based data and workloads. To that end, McAfee is delivering cloud-native technology to discover, defend, manage, and recover customer information no matter where it resides.

McAfee is committed to helping partners become and remain the trusted security advisors their end users demand. We do that by continuing to develop and deliver tools that provide world-class protection and make our partners second-to-none in cybersecurity. That’s the true power of our partnership.

All of this will take time to roll out, and changes will be made along the way. But by working together, we’ll build and bring to market a better approach to security to counter the dynamic threats we all face. I invite you all to send us feedback on how McAfee is doing and what you need to succeed. We’ll work to empower you.

Together is power.

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View From the Summit: The Future Looks Bright for Partners https://securingtomorrow.mcafee.com/business/view-summit-future-looks-bright-partners/ https://securingtomorrow.mcafee.com/business/view-summit-future-looks-bright-partners/#respond Mon, 06 Nov 2017 22:00:28 +0000 https://securingtomorrow.mcafee.com/?p=82000 The months leading up to our MPOWER Cybersecurity Summit & Americas Partner Summit are the perfect time to roll up our sleeves and take a hard look at where we’ve been and, more important, where we’re headed. If my conversations with the McAfee partner community taught me one thing this year, it’s that the future […]

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The months leading up to our MPOWER Cybersecurity Summit & Americas Partner Summit are the perfect time to roll up our sleeves and take a hard look at where we’ve been and, more important, where we’re headed. If my conversations with the McAfee partner community taught me one thing this year, it’s that the future of our channel is bright.

After spending a full day immersed in the annual Partner Summit, I remain unwaveringly confident that wringing complexity out of our partner programs and reducing friction in our channel relationships are more important than ever. In a world full of threats and uncertainty, it’s vital that we give partners the resources they need to be more effective trusted security advisors and, subsequently, achieve greater profitability.

How will we do that?

For starters, by simplifying the way you work with us. Our multifaceted deal registration programs will be consolidated, our service-level agreements (SLAs) revised, and many more improvements are in the works.

Together, we must employ our skills and knowledge to address customers’ security challenges. We must apply strategy, give our customers actionable guidance, and innovate to overcome existing and emerging threats.

And we must do it in an efficient, organized, and scalable way to ensure both the effectiveness and profitability of the endeavor.

If you attended the Partner Summit, you heard me talk about the event’s 2017 trifold theme: innovation, collaboration, momentum. These aren’t just buzzwords; they’re pillars of our mutual mission. It’s vital for us — McAfee and our partners — to leverage innovation through collaboration to build momentum. We’re taking a page from the “Three E’s of Management” playbook:

  • Enablement: Getting partners involved in sales and technical training that builds the foundation for success
  • Engagement: Going after net-new and greenfield opportunities that drive us toward our mutual goals
  • Economics: Filling the deal pipeline and leveraging incentives that help partners increase profitability

In practice, our commitment to partner success will include things such as full-day business planning sessions with honest and transparent discussion of our mutual goals and go-to-market strategies in pursuit of a three-year plan. Executive sponsors from both sides will revisit goals and track progress in regular quarterly business reviews, finding ways to help partners bolster and upgrade their portfolio of McAfee products.

And when things aren’t going according to plan, we’ll remain flexible.

We know partners have a lot on their plates. As you raise your game to defend customers, we’re doubling down on our commitment to making the McAfee partner program better and simpler for you. We’re working diligently, based on partner feedback, to reduce the complexity of ordering product, acquiring training and support, accessing marketing and reference materials, and communicating with our various tactical and intelligence teams.

We want to make leading with McAfee as easy as using a smartphone app. And as we make things simpler, our mutual futures will get even brighter.

Together is power.

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McAfee Honors 19 Partners with Awards for Excellence in Security https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/mcafee-honors-nineteen-partners-awards-excellence-security/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/mcafee-honors-nineteen-partners-awards-excellence-security/#respond Tue, 17 Oct 2017 19:35:17 +0000 https://securingtomorrow.mcafee.com/?p=80697 Today in Las Vegas, we recognized stand out performance by handing out our annual partner awards. This year, 19 partners were selected out of the thousands of partners who we work with, and all demonstrate the embodiment of three foundational pillars of the McAfee Partner Program: strategic relationships, profitable partnerships and customer outcomes. Partners received […]

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Today in Las Vegas, we recognized stand out performance by handing out our annual partner awards. This year, 19 partners were selected out of the thousands of partners who we work with, and all demonstrate the embodiment of three foundational pillars of the McAfee Partner Program: strategic relationships, profitable partnerships and customer outcomes.

Partners received a variety of awards based on their commitment to McAfee’s business strategy. This includes building strong ecosystems, dedication to customers, delivery of exemplary marketing strategies, going above and beyond in the name of community service, demonstration of technical competence and successful buildout of managed services.

Partners are integral to our success and lead the way in driving our entire channel to improve and deliver high quality customer outcomes. By working together, we can provide better solutions that benefit our customers with greater protection, faster deployment times and reduced costs.

The 2017 McAfee Americas Partner Award winners were honored for their work in 2016. Winners included:

Partner

Award

SHI International

Partner of the Year, United States

Kudelski Security

Partner of the Year, United States

Information Systems Architects Inc. (ISA)

Partner of the Year, Canada

immixGroup, Inc.

Distribution Partner of the Year, North America

InfoReliance Corporation

Federal Partner of the Year, North America

CDW

Net-New Logo Partner of the Year, North America

CDW

Marketing Innovation Partner of the Year, Americas

DynTek Services, Inc.

Strategic Technical Partner of the Year, North America

SRG Security Resource Group Inc

Security Services Partner of the Year, Americas

Multisoft SAS

Partner of the Year – Northern Region, Latin America

Bafing S.A.C.

Partner of the Year – Southern Region, Latin America

NetSafe Corp Ltda.

Partner of the Year, Brazil

Software Express S.A. de C.V.

Partner of the Year, Mexico

Nexsys

Distribution Partner of the Year, Latin America

Nastec SPA

Strategic Technical Partner of the Year, Latin America

Adexsus, S.A.

Net-New Logo Partner of the Year, Latin America

Tech Data US

Community Service Leader Recognition

Dell USA

Community Service Leader Recognition

Ingram Micro US Community Service Leader Recognition

 

Distribution Partner of the Year, North America: immixGroup, Inc.

Distribution Partner of the Year, Latin America: Nexsys

Partner of the Year, United States: SHI International

Partner of the Year, United States: Kudelski Security

Partner of the Year, Federal: InfoReliance Corporation

Partner of the Year, Canada: Information Systems Architects Inc. (ISA)

Partner of the Year – Northern Region, Latin America: Multisoft SAS

Partner of the Year, Southern Region, Latin America: Bafing S.A.C.

Partner of the Year, Brazil: NetSafe Corp Ltda.

Partner of the Year, Mexico: Software Express, S.A. De C.V.

Net-New Logo Partner of the Year, Latin America: Adexsus, S.A.

Net-New Logo Partner of the Year, North America And Marketing Innovation Partner of the Year, Americas: CDW

Security Services Partner of the Year, Americas: SRG Security Resource Group Inc

Strategic Technical Partner of the Year, North America: Dyntek Services, Inc.

Strategic Technical Partner of the Year, Latin America: Nastec SPA

Community Service Leader Recognition Awards: Dell USA

 

Community Service Leader Recognition Award: Ingram Micro US

Community Service Leader Recognition Award: Tech Data US

If you couldn’t make it to Vegas this year, join us next year! We want to innovate, collaborate and build momentum with you. For more information on Partner Summit at #MPOWER17 and #McAfeePartners, follow @McAfee & @McAfee_Partners.

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An Unmatched Customer Experience https://securingtomorrow.mcafee.com/business/unmatched-customer-experience/ https://securingtomorrow.mcafee.com/business/unmatched-customer-experience/#respond Wed, 21 Jun 2017 19:00:27 +0000 https://securingtomorrow.mcafee.com/?p=75301 I’ve been in this industry for over twenty years, and the advancements in cybersecurity over the last few years are unmatched. As an industry, we went from believing in a best-in-breed, siloed approach and now we understand our customers need a connected security architecture that can protect, detect, and correct. While we’ve made impressive advancements, […]

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I’ve been in this industry for over twenty years, and the advancements in cybersecurity over the last few years are unmatched. As an industry, we went from believing in a best-in-breed, siloed approach and now we understand our customers need a connected security architecture that can protect, detect, and correct. While we’ve made impressive advancements, I’ve found that the user experience still needs improvement and some user interfaces are still stuck in the past, hard to work with, and difficult to manage.

McAfee’s new Endpoint Security 10.5, which you hear me talk about often, offers the best and most advanced data and device protection available. Plus, it includes Endpoint Threat Defense and Response products as a complimentary suite, providing businesses with end-to-end security intelligence, management, and protection.

What more could an enterprise security manager want? Simply, a better experience.

Whoever they may be, the consumers of our products aren’t necessarily focused on just having the best technology. They’re interested in better use cases, an ease of productivity and workflows, and intuitive interactions with applications and resources. Yes, they want better outcomes, but they also want to enjoy the journey between purchase and result.

There are two means to delivering superior customer experience: technology delivery and support and project and relationship management. Let’s look at them in order.

Technology Delivery and Support

Business buyers expect technology to simply work out of the box (even if it’s a virtual box). This expectation is a byproduct of the consumerization of the enterprise. Through consumer products, such as smartphones and mobile apps, our business customers have a growing belief that products shouldn’t just work as described, but should exceed expectations.

Security products and services aren’t so simple. It takes skilled technicians to deploy, integrate, and configure security products to an optimal state. McAfee partners are instrumental in taking the complexity out of our products and ensuring customers get the maximum benefit by applying their technical skills. Without this expert guidance and support, customers have a diminished experience and are more likely to change providers – on the vendor and reseller levels.

And this is where the new dimension of experience comes in; what’s needed is market-leading project and relationship management.

Relationship Management

Many resellers know already that they can’t afford the one-time sale, where they deliver a product and leave a customer to their own devices. Success, particularly in business models that rely on recurring revenue, depends on persistent engagement with customers to ensure they have a great experience with the products they buy and, ultimately, the provider of those products. In other words, this is the means for a superior experience with you, the partner.

The new customer engagement dynamic means you must understand the customer’s need and expectations, deliver the product, provide the supporting service, and remain connected to ensure they get the maximum benefit from their purchase. It’s a tall order, given that many partner organizations struggle with resources.

Meeting these new experience expectations requires creativity. I’ve talked with scores of partners that are forming collaborative relationships with peer organizations to share resources. They’ve learned that creating partnerships for professional services is easier and more effective than developing this expertise on their own. One organization provides products. Another organization provides the professional services. And a third organization provides the project and relationship dynamic.

Making it Easy for You

If none of this sounds easy, it’s because it’s not. As Steve Jobs once said, “Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. But it’s worth it in the end because once you get there, you can move mountains.”

Part of our jobs in this experience-based market is masking the complexity of security technology with our expertise and collaborative resources. As a community, we have all the resources needed to achieve this objective. Whether we do this as individual businesses or through collective efforts, we need to hone our thinking to include customer experience as our product.

Together is power, especially in delivering superior experiences.

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Stopping Ransomware in Its Tracks https://securingtomorrow.mcafee.com/business/stopping-ransomware-tracks/ https://securingtomorrow.mcafee.com/business/stopping-ransomware-tracks/#respond Mon, 15 May 2017 16:16:04 +0000 https://securingtomorrow.mcafee.com/?p=74060 At every partner visit I have, I hear about ransomware – the malware that makes our customers’ files unusable until they pay off the attacker. It’s everywhere, hitting large and small businesses with equal disruptions and damage. And customers are begging for help in keeping ransomware out of their endpoints and servers. Just how bad […]

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At every partner visit I have, I hear about ransomware – the malware that makes our customers’ files unusable until they pay off the attacker. It’s everywhere, hitting large and small businesses with equal disruptions and damage. And customers are begging for help in keeping ransomware out of their endpoints and servers.

Just how bad is it? Ransomware is the “fastest growing malware threat, targeting users of all types – from the home user to the corporate network,” according to a recent U.S. government interagency report. An average of 4,000 ransomware attacks occurred daily in 2016, up a whopping 300 percent from the year before, the report states.

McAfee has the answer to this threat in Endpoint Security 10.5.

As I discussed in my previous blog, ENS 10.5 is McAfee’s most advanced endpoint security platform ever. It provides an array of detection, identification, and response capabilities, including machine-learning technology that quickly and efficiently spots ransomware and automatically shares detection intelligence with other endpoints. Speed is the means for thwarting ransomware attacks, and ENS 10.5 has it.

ENS 10.5 takes an even more vigorous and proactive approach to combatting ransomware. ENS 10.5 delivers multiple enhancements to McAfee Threat Intelligence, which has been renamed Adaptive Threat Protection to reflect the machine-learning technology underpinning it. These include the addition of new McAfee-defined queries for Real Protect and the Real Protect scanner, which inspects suspicious files and activities on an endpoint to detect malicious patterns using machine-learning techniques.

ENS 10.5 isn’t just about ransomware. The new product is a platform full of powerful threat prevention enhancements, including:

  • The ability to configure a Windows registry scan location for on-demand scans
  • The ability to create a custom Access Protection rule to protect Windows services
  • Management of Exploit Prevention signatures and Application Protection rules
  • The ability to display false-positive mitigation events using the Endpoint Security Threat Prevention: False Positive Mitigation Events query

Advanced malware and ransomware protection is critical today, but will become even more important over the next couple of years. We’re already seeing ransomware attack Internet of Things (IoT) devices as a means for getting into our customers’ networks. Soon, these attacks will prevent businesses from leveraging autonomous devices and cripple operations. Already, we’re seeing IoT devices being held for ransom in the power distribution and health care verticals.

Ransomware can turn a good day into a terrible one for a home user and a good month into a disaster for an enterprise. McAfee ENS 10.5 is built to detect and destroy zero-day malware to assure that customers’ days, weeks, months, and years are ransomware-free.

Our job is to help protect our mutual customers from the ransomware scourge. McAfee has a collection of information and resources for you to help guide customers through the migration from legacy products to ENS 10.5. Check out all of the ENS 10.5 sales, technical, and support resources available to you in the partner portal.

Together is Power!

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McAfee Goes Back to the Future https://securingtomorrow.mcafee.com/business/mcafee-goes-back-future/ https://securingtomorrow.mcafee.com/business/mcafee-goes-back-future/#respond Thu, 06 Apr 2017 23:00:07 +0000 https://securingtomorrow.mcafee.com/?p=71190 As promised last week in my blog, Let the Great McAfee ENS 10.5 Migration Begin, I want to address a change that began six months ago and is now official– we’re now back to the future, to McAfee. I’ve talked to many partners, and your comments have been in line with how our internal teams […]

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As promised last week in my blog, Let the Great McAfee ENS 10.5 Migration Begin, I want to address a change that began six months ago and is now official– we’re now back to the future, to McAfee. I’ve talked to many partners, and your comments have been in line with how our internal teams feel – the new McAfee brand is very exciting and timely. If you’re a long-time partner, you’ve probably spent the past year stopping yourself midway through “McAfee” to say “Intel Security.” However, our two-step process of saying the correct name comes to an end. We’re once again McAfee, the brand and identity that’s been the foundation since the company’s inception 30 years ago.

Yes, it’s true. McAfee is experiencing a rebirth almost exactly three decades since its founding as a forward-looking antivirus software company in the young PC market of the heady 1980s. We’ve been telegraphing this change back to our roots since September 2016, when Intel and private-equity firm TPG announced they were spinning out McAfee as a stand-alone company.

McAfee remains one of the most recognized and powerful brands in the security and general IT markets. People around the world trust McAfee to deliver innovative solutions, and  collaboratively explore and solve real-world problems, producing better security results for its partners and customers.

As we move forward as a new, standalone company, what do we have to look forward? Quite a lot.

Our return to the McAfee brand is great news for you, our partners. Our mutual customers know and trust the McAfee brand. That familiarity will continue to keep long-time customers loyal and open doors in new accounts. You can read more about what the McAfee brand means to you and your customers at https://partnerprogram.mcafee.com/us/reseller/mcafee-brand/index.aspx

There’s a reason our motto is “Together is Power”; it’s because together we collaborate, elevate, and make a difference. Together, we make the world a better, safer place. Despite the different names under which we’ve operated, our commitment to making security the best it can be – together – never changed.

We are McAfee. You are part of McAfee. And Together is Power that we bring to market.

Look out for my blog next week about ransomware, as together we have to fight for our customers against this phenomenon.

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Let the Great McAfee ENS 10.5 Migration Begin! https://securingtomorrow.mcafee.com/business/let-great-mcafee-ens-10-5-migration-begin/ https://securingtomorrow.mcafee.com/business/let-great-mcafee-ens-10-5-migration-begin/#respond Wed, 29 Mar 2017 19:31:35 +0000 https://securingtomorrow.mcafee.com/?p=70846 Since I started writing blogs last year, I’ve experienced some great interaction from the partner community – your perspectives, comments, questions, etc. It’s been a great way to connect with many of you. Over the next few weeks, starting today, I have some pretty big things on my mind that I want to share. ENS […]

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Since I started writing blogs last year, I’ve experienced some great interaction from the partner community – your perspectives, comments, questions, etc. It’s been a great way to connect with many of you. Over the next few weeks, starting today, I have some pretty big things on my mind that I want to share. ENS 10.5 migration, which I’ll cover in this blog, the new McAfee, which I’ll touch base on next week, and the R word- Ransomware, which you’ll see posted in a few weeks. These three things are top of mind for me, so I’m keeping in touch with you, our partners, through this route of communication and hope to hear your perspective and feedback directly to me or through your channel managers.

Over the past year, you’ve heard me talk about the coming McAfee technology and product innovations. If you attended Focus last fall, you saw in vivid reveal of the new McAfee brand and detail around the tremendous detection, identification, response, and analysis capabilities of McAfee’s new security architecture. And, of course, the cornerstone of that architecture is Endpoint Security 10.5.

McAfee recently released the Endpoint Upgrade Assistant, which makes quick and easy work of analyzing your customers’ environments and preparing them for upgrading from legacy VirusScan to ENS 10.5.  It provides an easy to workflow to upgrade and prepare your endpoints for migration.  When used in conjunction with our new Endpoint Security 10.5 Migration assistant, the security policies and configurations from previous installations are maintained, allowing you to unlock the benefits of ENS 10.5 without breaking continuity with established security policies.

I speak with dozens of partners every week. I visit partner offices all the time. I listen to your concerns about product releases, competition, and market opportunities. I learn about your needs when it comes to resources, training, and information. I can tell you that ENS 10.5 and the support resources McAfee developed are the answer to many of the concerns and opportunities I hear about.

ENS 10.5 isn’t an option; it’s an imperative. Our mutual customers are straining under the pressure of sophisticated malware. In 2016, McAfee Labs detected more than 160 million new malware samples. Advanced malware is opening back doors, allowing confidential data to be compromised, and the volume of ransomware is increasing, making mission-critical files useless until the bounty is paid.

Through ENS 10.5, your customers get access to the most advanced endpoint threat detection and response available. ENS 10.5 is based on machine learning, so malware is identified faster and more accurately than it was with previous McAfee security technologies, such as VirusScan Enterprise, SiteAdvisor Enterprise, and Host Intrusion Prevention for Desktops.

Machine learning and near real-time threat information exchange between security technologies is essential to close the response gap. ENS 10.5’s greater ability to detect and identify without reliance on legacy signature-based approaches means threat intelligence is conveyed faster to other endpoints, decreasing overall exposure.

What we – McAfee and you, our partners – need to do is get this tremendous technology in the hands of our customers. The ENS 10.5 Migration Tool is a great resource, but it’s not the only one we’ve provided for you. We’ve created several reference resources, including:

  • Getting Started Checklist
  • A presentation to show customers why they should migrate
  • Customer solutions briefs and specifications worksheets
  • Endpoint Security quick start tasks
  • Partner on-demand training and enablement courses
  • Step-by-step videos demonstrating manual and automated migrations

All of the information and resources you need are consolidated at “Endpoint Security (ENS) 10 Migration” in the partner portal.

You’ll also find the reasons why ENS 10.5 is good for you. It’s not just a security product; it’s a linchpin for a broader security architecture. Through ENS 10.5, you’ll build a base for security suite add-ons, open new pre-deployment and post-installation service and support opportunities, and increase customer satisfaction.

Professional services are a big part of your ENS 10.5 opportunity. Even though the Migration Tool makes simple work of the deployment, customers will still need your expert hand in the migration process. McAfee recommends checking and updating security policies during the migration process, ensuring no gaps are left open. Further, ENS 10.5 migration is your opportunity to conduct security assessments and provide configuration services, ensuring the customer has the comprehensive security they need and their systems are working properly.

Next week, we become McAfee. We will be solely focused on IT Security and with ENS 10.5 as the cornerstone, we have an exciting opportunity to make a big difference in our customers’ security posture and effectiveness. I encourage all of you to check out the resources we have for ENS 10.5, work with your channel account managers and engineers on getting up to speed on ENS 10.5 capabilities, and start getting this powerful technology in the hands of our customers.

Your questions, feedback, and concerns, are valuable to me. Please feel free to have open dialogue and reach out regarding this topic. I want to hear from you.

Together is power.

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Taking Time to Find Resources https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/taking-time-find-resources/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/taking-time-find-resources/#respond Wed, 21 Dec 2016 18:45:35 +0000 https://securingtomorrow.mcafee.com/?p=67365 I wish I had a dollar for every time I’ve heard a partner say, “I didn’t know you do that,” in reference to McAfee’s support or resources. While I make a joke about getting paid for the question, the reality is that it has to change. McAfee partners need to know how supported they are […]

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I wish I had a dollar for every time I’ve heard a partner say, “I didn’t know you do that,” in reference to McAfee’s support or resources. While I make a joke about getting paid for the question, the reality is that it has to change. McAfee partners need to know how supported they are and what resources are at their fingertips.

Our partners extend our market reach, provide validation of our products and services, and extend our technical support capabilities to every corner of the globe. Without partners, McAfee couldn’t possibly cover the total addressable security market. Without partners, we wouldn’t be the market leader we are today. That’s why it’s important that our partners know what support and resources we have available regarding benefits, rewards, enablement, and support so that we can mutually succeed in security product sales and services.

What do we provide?

  • Marketing Resources: Visit the partner portal to access materials, including product brochures, white papers, technical specifications, videos, demand-generation kits, and research reports designed to aid partners in conveying the purpose, functionality, and value of security products to end customers.
  • Training and Certifications:McAfee provides training programs for acquiring and refreshing skills and certifications for demonstrating technical competency.
  • Professional Networking and Collaboration: We help partners connect with McAfee experts, as well as peer organizations, to leverage experience, knowledge, and capabilities. We recently launched a marketing peer group so partners can interact with each other in understanding and launching innovative customer outreach campaigns.
  • Business Planning: For some higher-performing partners, McAfee will form joint business plans. This benefit is tremendous, as it identifies opportunities, assigns resources, and establishes mutual performance goals and incentives.
  • Deal Protection and Sales Teaming Plans:McAfee understands that partners put a lot of effort into developing sales and customer accounts, which is why we have a deal-registration program to protect sales investments. But we go even beyond that with incumbency protection, providing assurance against encroachment on active And we also have teaming plans, with McAfee sales teams and partners working together to close sales opportunities.
  • Performance Incentives: No partner program would be complete without performance incentives. Yes, the baseline incentives are product discounts, but McAfee also offers rebates, special pricing, funding for business development, and more. We call the combination of different incentives and performance rewards our partner profitability stack. We put a lot of effort into performance incentives because we know profitable partners are happy, productive partners.

If you’re a partner reading this blog and you’re not currently tapped into these resources, and many others that we offer, it’s important that we get you there. It’s up to you to take the time to learn about McAfee resources, identify the ones that would benefit your business, and make every effort to gain access to them.

No one wants to see you succeed more than McAfee. Your success is our success. We need your help in ensuring that you have the support and resources needed for our mutual benefit. For 2017, devote a little time each week to researching and learning about all that McAfee has to offer. And if you need help identifying resources, just ask your account manager.

Together is Power!

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Keeping Kids Safe from Online Threats https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/keeping-kids-safe-online-threats/ Wed, 21 Sep 2016 19:45:31 +0000 https://blogs.mcafee.com/?p=52756 As a father of three children and a professional in the IT Security industry, online safety for kids is something near and dear to my heart. Despite technology shortcomings and the occasional breach, enterprises are relatively well-equipped to detect and defend against the tens of thousands of new threats that appear on the Internet every […]

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As a father of three children and a professional in the IT Security industry, online safety for kids is something near and dear to my heart.

Despite technology shortcomings and the occasional breach, enterprises are relatively well-equipped to detect and defend against the tens of thousands of new threats that appear on the Internet every day. They have complex security systems. They have trained, certified security professionals on staff. And they have the support of security experts like you, our McAfee partners.

But kids don’t have those resources. The average home personal computer has, at most, basic consumer antivirus software. Most smartphones and tablets have no security, which makes machines used by kids particularly vulnerable to digital threats such as viruses and phishing attacks.

But that’s not the worst of it.

Kids are exposed to numerous threats whenever they go online. According to www.nobullying.com:

  • 97% of teens 12 – 17 play online games. Some of these games are in an online open environment, where predators are often looking for victims.
  • Nearly 30% of parents allow their children to use the internet with no supervision or restrictions.
  • 5 – 7 year olds spend an average of 9.2 hours a week online. For 8 – 11 year olds, it’s 17 hours a week.
  • 12 – 17 year olds send and receive an average of 1,500 messages per month.

The sheer exposure of kids online and the online threats fueled the creation of McAfee’s Digital Safety Program (formerly McAfee’s Online Safety for Kids), which provides materials that security experts can use to raise schoolchildren’s awareness and offer tips for staying safe online.

Over the past five years, McAfee staff and partners have collaborated with dozens of school systems across the United States to bring greater security and knowledge of threats to school-age children. The program is interactive, getting kids to share their online experiences. Everyone who has ever participated in the Digital Safety Program walks away stunned by the stories they hear about the threats children encounter.

At our recent Technical Forum in Puerto Rico, McAfee staff and partners brought the Digital Safety Program to a local, private middle school, teaching more than 100 6th to 8th graders live from our keynote stage. When we’ve done this program in the past, the participating partners were owners, senior executives and sales and marketing people. This time, it was the techies delivering the message; in fact, it was our experienced partners, so their peers could understand how easy and satisfying it is to participate! The interaction inspired partners to think of new ways to protect kids and get their peers, and even customers, involved.

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And that’s the magic of our Digital Safety Program; it’s inspirational. The exchange of information helps raise awareness with kids, and it helps make connections between security professionals and the people who need protection the most in their local communities. This inspiration leads to new security ideas that benefit businesses and individuals alike.

Social responsibility is part of being a good corporate citizen.  On a business development level, the McAfee Digital Safety Program has real benefits for partners, too. Many partners that participate with their local schools say the communities appreciate their efforts, which, in turn, leads to brand awareness. And for those presenting in the program, delivering the message is a great sales and marketing training tool. If you can explain security to children, you can explain it to anyone.

Even if there were no direct business benefit, online security for kids is worth the effort. I encourage all McAfee partners to learn more about the program and how they can bring it to their local schools. For more information, contact Chance Hoover.

Take a look at these photos from the Technical Forum McAfee Digital Safety Program Session. We had a phenomenal group of engaged and excited kids.

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Stepping Up to the Tech Training Challenge https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/stepping-tech-training-challenge/ Mon, 29 Aug 2016 22:51:39 +0000 https://blogs.mcafee.com/?p=52350 The clock is counting down to the big annual Focus conference in Las Vegas, where McAfee will unveil a number of new products and initiatives to strengthen further our core strategy of providing technology that leverages automation and intelligence to elevate security and safeguard against ever-evolving threats. The road to Focus went through Puerto Rico, […]

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The clock is counting down to the big annual Focus conference in Las Vegas, where McAfee will unveil a number of new products and initiatives to strengthen further our core strategy of providing technology that leverages automation and intelligence to elevate security and safeguard against ever-evolving threats.

The road to Focus went through Puerto Rico, where we held our 10th annual Americas Technical Forum, and Technical Partner Advisory Council (TPAC) meeting. The event attracted more than 100 partners that wanted to gain hands-on technical training in product areas relevant to their businesses and attend great presentations about our technical innovations. Here’s a sampling of some of the talks.

  • Brian Dye, corporate vice president and general manager of corporate products, reviewed our product portfolio. Dye also led a panel session with executive product management and the office of the CTO – a session that ran over the time allotted because partners were so engaged in the discussion.
  • Brett Kelsey, vice president and CTO of the Americas, gave a great talk about the evolving threat landscape and the need for integrated security solutions.
  • Josh Thurston & Carl Woodward, with the office of the CTO, performed a demo using advanced malware in an attack on a manufacturing facility (see photos below).

The technical experts of our partner community drank in all of the information, providing us with their reactions, suggestions, and critiques throughout the week. The entire point of the Technical Forum is to provide partners with insights into technology developments, preparing them for what’s to come. With this knowledge, they’re able to help their companies build packages, methodologies, and practices that lead to sales and more satisfied customers.

As I sat in the general session room, I watched the looks on partners’ faces. They nodded their heads. They took notes. They asked questions. They networked with their peers and exchanged tips. In many cases, partners made connections with companies whose capabilities and offerings complement their own. Partners tell us that attending these events is truly worthwhile.

That got me thinking that I want to see more partners attending these events. Next year, I hope to double partner attendance. We at McAfee need to share our information and insights with you, our partners, to ensure that you’re aware of and enabled to take advantage of our research, services, and innovations.

Getting more people to Tech Forum is good, but we can do even better than that. I would like to see more of you take advantage of the training and information resources that McAfee provides. Sign up to attend a live event. Take time out to listen to a Webinar. Download the latest technical brief. Sign up for an McAfee technical or intelligence newsletter.

One of the biggest challenges we all face is a lack of awareness of the threats, the threat landscape, and technologies available to counter those threats. McAfee provides training, resources, and support. I challenge you to take advantage of as many opportunities as possible, and I hope to see you next year at Technical Forum!

 

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Hot Security Market Needs Smart Engagements https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/hot-security-market-needs-smart-engagements/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/hot-security-market-needs-smart-engagements/#respond Fri, 12 Aug 2016 21:05:20 +0000 https://blogs.mcafee.com/?p=51963 Industry analysts vary on their opinions on the growth and health of the technology market. Depending on which report you read, growth will fall somewhere between .6 percent and 3.4 percent. Of course, different technology segments are growing at different rates. Few technology segments are growing faster than security. Market analysts agree the market for […]

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Industry analysts vary on their opinions on the growth and health of the technology market. Depending on which report you read, growth will fall somewhere between .6 percent and 3.4 percent. Of course, different technology segments are growing at different rates.

Few technology segments are growing faster than security. Market analysts agree the market for security products and services is growing at an annual rate of 8 percent to 10 percent, and will continue to do so through the end of the decade. At this pace, the security market could go from $70 billion in sales in 2015 to $140 billion or more by 2020.

Some people may see these numbers and think they spell a chance to sell more products. That’s a fair conclusion, but there’s more to be thinking about. Rather than only approaching security from a product sales perspective, we should also  approach the problem from a systemic risk-management perspective that identifies exposures, continuously works to fill gaps, and measures security performance and effectiveness. Think of it as a lifecycle approach in which we have a persistent engagement with our customers.

What does a security lifecycle engagement look like?

  • Assess Security Posture. Start with a security assessment. Identify the security tools that are in place and those that are missing. Identify each customer’s security needs based on risk exposure and the potential consequences of a security breach.
  • Fill Gaps: Deploy new products and services that reduce risk exposure and make security more manageable. The goal is to help customers maintain confidentiality, data integrity, and operational availability.
  • Optimize: Make sure the security technologies deployed work as intended. Individual security products are rarely effective on their own. Once you’ve helped customers identify gaps, you need to integrate disparate technologies and test them to ensure operational performance.
  • Offer Support: Security requires domain expertise that few enterprises have on their own. Lend your expertise and skill to help customers understand risks and security incidents, remediate breaches, and investigate performance lapses. Through support, you’ll provide a valuable service and learn more about your customers’ security needs.
  • Measure Performance: Help customers establish policies and processes that provide a framework for measuring security performance and effectiveness. Through performance measures, you can demonstrate to customers the value of their security investments and justify future investments.
  • Make Adjustments: Based on the performance measures and the original security plan that came out of the assessment, make adjustments to fix deficiencies and safeguard against future and anticipated threats.

By engaging in security lifecycle management, you’ll have a greater understanding of customers’ needs. This, in turn, will lead to greater potential for product sales, professional services engagement, and extended managed security services contracts. The result of holistic and persistent security is higher ROI for the customer and greater profitability for you, the partner.

My ask is that all of McAfee partners will keep this mindset when they walk into a customer meeting, discover an opportunity, or engage with a customer renewal. Let’s be the best trusted advisors that we can be to our customers.

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What Strategic Engagement Can Do for You – Americas Partner Awards https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/americas-partner-awards/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/americas-partner-awards/#respond Thu, 12 May 2016 16:00:34 +0000 https://blogs.mcafee.com/?p=49583 Last night at the McAfee Americas Partner Summit we recognized elite performance in our channel by handing out our annual partner awards. This year’s group of 19 partners were selected out of the 1000s of partners who we work with and evaluate. Our 2016 winners personified excellence in security practice business acumen throughout 2015 and […]

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Last night at the McAfee Americas Partner Summit we recognized elite performance in our channel by handing out our annual partner awards. This year’s group of 19 partners were selected out of the 1000s of partners who we work with and evaluate. Our 2016 winners personified excellence in security practice business acumen throughout 2015 and embody the three pillars of the McAfee Partner Program: strategic engagement, mutual growth and profitability, and driving better customer security outcomes.

Speaking from my perspective as a long-time channel executive, our annual partner awards are absolutely one of the best ways to cap off a couple days of invigorating business discussions with our partner community. Everyone loves recognition. And selfishly it reminds me how the McAfee Partner Program makes the industry’s best security practices better.

These partners are helping lead the charge and pave the way, so others will want to follow. They challenge our entire channel to improve and make my job highly-fulfilling. Most importantly, they are raising the bar on value-added services that benefit our end customers by expertly leveraging McAfee’s suite of integrated security technology and services that simplify the Threat Defense Lifecycle.

My deepest thanks goes to all of our partners for making the commitment to investing in our organization, but right now the folks listed below earned a special place in my heart. I’m already excited thinking about the next set of security practices that we’ll be able to bring along this year for our 2017 awards.

That said, below is the list of our 2016 McAfee Americas Partner Award winners:

 Latin America (LTAM)

  • Tecnasa, Partner of the Year – Northern Region, Latin America
  • Novared S.A., Partner of the Year – Southern Region, Latin America
  • Scunna Network Technologies, Partner of the Year – Brazil
  • Software Express S.A. de CV, Partner of the Year – Mexico
  • MPS Mayorista de Colombia, Distribution Partner of the Year – Latin America

North America (NA)

  • Secure Technologies International, Federal Partner of the Year – Canada
  • Tech Data Canada, Distribution Partner of the Year – Canada
  • Information Systems Architects, Partner of the Year – Canada
  • International Systems Marketing, Sub 25M Commercial Partner of the Year – United States
  • Forsythe, Sub 25M Partner of the Year – United States
  • ThunderCat Technology, Federal Partner of the Year – United States
  • CDW, GHE Partner of the Year – United States
  • Optiv, Commercial Partner of the Year – United States
  • Tech Data, Distribution Partner of the Year – United States
  • SHI, Partner of the Year – United States

Americas (LTAM and NA)

  • DG Technology, Marketing Innovation Award – Americas
  • Ingram Micro and Tech Data, Community Service Leaders of the Year – Americas
  • Dyntek, Partner of the Year – Americas

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My First Six Weeks https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/first-six-weeks/ https://securingtomorrow.mcafee.com/other-blogs/mcafee-partners/first-six-weeks/#respond Mon, 07 Mar 2016 21:57:49 +0000 https://blogs.mcafee.com/?p=48066 I am tasked with writing my first BLOG. With more than 25 years in this industry, I am quickly overwhelmed with the fact that I have never written a BLOG. Interestingly, I don’t remember if the blogging topic was covered in the interview process. Well here it goes…. A Little Bit About Me: I am […]

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I am tasked with writing my first BLOG. With more than 25 years in this industry, I am quickly overwhelmed with the fact that I have never written a BLOG. Interestingly, I don’t remember if the blogging topic was covered in the interview process. Well here it goes….

A Little Bit About Me:

I am a regular guy that has a passion and a drive to help people stay secure and connected, a passion for cyber security. I am a husband, a father, and the three things that drive me are my faith, family, and legacy. It is important to me that when I look back on anything I’ve done, that I can be confident in the legacy I leave behind. I go into each new task, new position, new chapter in life, with this mentality. My new role as Head of The Americas Channel Sales and Operations is no different- I hope to leave a legacy, and that starts now.

Starting This New Journey:

Let me first thank the thousands of partners who make up the McAfee channel partner community. I am excited to represent your interest as we focus on bringing you what I believe are the key elements of our partnership; A.) Providing the solution to solve and automate our customer’s security challenges B.) Sales and Executive engagement that is focused on mutual goals, and C.) Engaging in financially rewarding opportunities that exceed corporate objectives.

I started the journey as the new channel chief on a Wednesday morning in an executive meeting with Security Resource Group (SRG) from Calgary, AB and ended the day with M&S Technologies at their National Sales Meeting. This first day was the perfect representation of what I’ve continued to see over the first six weeks in this role. Together, with McAfee, partners are solely focused on solving their customers security needs with the Threat Defense Lifecycle methodology. This has me very excited to lead our incredible channel team.

 If I could sum up the last six weeks into two words, they would be ‘fast’ and ‘productive’. Here’s a brief overview of what I’ve been up to in order to ensure that we continue to ascend together and become our Customers’ number one security partner.

Here are the Highlights:

  • Met with key stakeholders and outlined short term and long term goals, 2016 Go-to-Market plan, and reviewed the McAfee organization
  • Conducted more than 30 channel team 1:1s to ensure I know how to support every person that makes up this incredibly talented organization
  • Promoted five key channel team members to optimize our partner coverage and partner experience
  • Attended Bill McAlister’s Executive Sales Meeting with my new peers, we previewed the 2016 Sales Objectives prior to McAfee’s Sales Kick Off meeting in February
  • Received some great coverage in CRN, Channelnomics, The VAR Guy, San Francisco Business Times, Channel 2e2, and Redman Channel Partner
  • Attended the direct report business review, as we discussed developing an aggressive Greenfield account channel strategy.
  • Held our first McAfee Channel All Hands Meeting internally and my first channel briefing, where Fernando Quintero officially handed me the keys to the channel organization
  • Attended the 2016 McAfee Sales Kick Off in Las Vegas, NV. The theme for the year is “eXceptional” and becoming the “X” factor in our customers’ environments, as we solve their business needs.
  • Attended an executive briefing with DynTek at their Las, Vegas, NV Executive Briefing Center
  • Participated as the keynote speaker for McAfee’s Channel StarTrac at our Plano, TX regional office. We hosted more than 20 partner representatives, focusing on the Threat Defense Life Cycle.
  • Attended our internal New Hire System Engineers training with the objective to educate them about our worldwide channel strategy and partner community

Conclusion and Call To Action:

As you can see I’ve hit the ground running! I am here, I am dedicated to our McAfee partners and to our channel organization. I am excited about this opportunity and have enjoyed every minute of the beginning of this journey.

Writing this blog gave me the opportunity to sit back and reflect. I challenge each of you to reflect on what you’ve done lately in order to take your business to the next level. Greater success, bigger accomplishments and endless opportunities are to come. Let’s continue to build on the momentum of the Threat Defense Lifecycle and ascend to new heights where we have the opportunity to solve and automate our customers’ security challenges.

Together, we can make a difference. Until next time…

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