Channel Marker

May 26 2010   5:34PM GMT

McAfee’s lead channel exec shifts to mid-market role



Posted by: Heather Clancy
Tags:
Channel
Heather Clancy
IT channel products and technologies
McAfee
Thurber

McAfee has announced what it describes as a “new alignment” of its business units, one that it says reflects customer interest not in point products but in solutions. The new divisions are:

  • Endpoint security
  • Network security
  • Content security
  • Risk and compliance

What it doesn’t say in this particular press release that I have referenced is that this shift comes with a realignment within the sales and channels divisions, and that Alex Thurber, McAfee’s senior vice president of worldwide channel operations, will now head McAfee’s mid-market organization. The spokesperson that alerted me about the shift describes this as a natural evolution of the company’s go-to-market strategy, since most of McAfee’s mid-market sales go through the channel.

Personally, I’ve always been a little conflicted about whether or not a company’s direct sales and channels sales operations should be run separately. One the one hand, I believe the separation of these two functions sort of encourages conflict. Managing them together could encourage tighter collaboration, if the right compensation model is in place. On the other, I think the high-tech channel deserves specific advocates within the companies they are serving.

Check out more IT channel news on SearchITChannel.com and follow us on Twitter. You can follow Heather Clancy on Twitter by clicking here.

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