GE Access Distribution the week of Feb. 27 added several McAfee security products that had been missing from its portfolio, as well as training programs and McAfee Evaluation, to fill out its McAfee solution for VARs.
GE Access, based in Westminster, Colo., added McAfee's Anti-Spam, Anti-Spyware, E-Mail and Web Security Anti-Virus, allowing VARs to source McAfee's full portfolio of system security products from Access. Previously, VARs were forced to source those products from other distributors, sources said.
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This change is a boon to McAfee resellers, many of whom are "anti-virus-agnostic," but interested in adding McAfee's new line of police and management software products, said David Roberts, senior vice president of North America channel sales for McAfee, based in Santa Clara, Calif.
"It certainly makes things easier for key [McAfee] VARs that do business exclusively with GE (Access)," Roberts said. "As they become more involved in software outside of appliances, they will need GE (Access) to have that line."
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New products such as the McAfee Policy Enforcer and ePolicy Orchestrator add a management component to a VAR's offering and offer high-end value to the enterprise.
Access also extended into 2006 the McAfee evaluation program that provides trial units of McAfee equipment directly to resellers so they can create all-in-one test environments for customers to try for 45 days.
The distributor also introduced a new training program for existing McAfee SecurityAlliance Premier Partners, featuring live product demonstration as well as tips, tools and techniques designed to shorten the average sales cycle from 180 days to 60-90 days.
"By allowing customers to base their purchasing decisions on direct experience with McAfee's products, we're able to help our VARs close more deals and drive increased customer satisfaction," said Heather Allen, Director of GE Access Network Security Group.