Fernando Quintero.
From 2012 to 2013, things at the security vendor McAfee were not as easy as they looked from the outset. Fernando Quintero, McAfee’s vice president of channel sales for the Americas, proposed a new formula for success. That formula was to be better connected.
Quintero realized that the product and partnership mix was all off. The channel wasn’t interested in handling 20 vendor partnerships with 50 different product solutions anymore. Instead McAfee would consolidate down to just a few.
And, while McAfee remained a consistent top margin producer for solution providers in 2013 it was not the be all and end all. McAfee was getting out-hustled by Kaspersky in the SMB space and out-foxed by relative newcomer Palo Alto Networks in firewall security and Quintero knew it.
Related News
McAfee made a strategic acquisition of StoneSoft to address the Palo Alto challenge and re-packaged and re-priced their solutions to be a better fit for channel partners.
“The pricing is aggressive and it enables channel partners to make profitable margins.”