Client Reference McAfee SMB Channel Benchmarking

Late in 2007 bChannels was asked by McAfee to carry out a channel audit focusing on engagement with SMB security resellers. We applied our proven channel benchmarking methodology and provided detailed feedback within four weeks. Our recommendations form a key part of McAfee's 2008 go to market strategy for small business.

bChannels services for McAfee

Stakeholder Interviews

bChannels interviewed a range of internal McAfee stakeholders and a selection of channel partners, including those committed to McAfee and those working with other vendors. We analysed this feedback to identify key themes in McAfee's engagement with SMB resellers.

Competitive Research

bChannels benchmarked McAfee's channel program against the offers of five competitive security vendors, providing detailed feedback on the strengths and weaknesses of each program specifically in relation to the SMB market. We recommended focus areas for improving the McAfee program.

Analysis and Recommendations

Our benchmarking methodology provides clear and actionable recommendations at all levels. We present these recommendation grouped by ease of implementation and by potential impact, so it is easy for clients to understand the possible investment and return.

Why this matters to McAfee

SMB is a key audience for McAfee. We know from work with other clients that this is a challenging market to engage. Our channel benchmarking work provided McAfee with clear recommendations and a roadmap of next steps that is being used to form the go to market strategy for 2008 and beyond.