McAfee’s GSS leaves low-level VARs fuming

19 March 2006

New initiative only allows highest-level partners to offer branded services

McAfee’s EMEA channel partners have hit back at the vendor’s latest initiative that allows only its highest-level partners to offer branded services.

Last week the security software vendor unveiled its Global Services Strategy (GSS), which enables its Elite level partners to offer branded McAfee services, such as product installation and support.

However, the vendor’s two lower levels, Associate and Premier, are not afforded the same rights. They will now be able to offer services for McAfee software only if the service is provided directly by the vendor. VARs will receive a percentage cut if they sell to the end-user.

Rob Eatwell, regional director for UK and Ireland at McAfee, told CRN that it has considered the impact that its GSS will have on partners.

“We want to encourage partners to work up to the Elite level. But for those that can’t sell the services directly [Associate and Premier level], we can sell it through them and they will earn a percentage,” he said.

Despite this promise from McAfee, Associate and Premier level partners have since told CRN that the vendor’s decision to open the GSS to Elite level partners only, could leave them unable to generate valuable services turnover on top of McAfee software sales.

Stewart Hayward, commercial director at online VAR WStore, said: “Not being able to offer something to an end-user unless it’s done directly is one step away from taking our customers away from us.”

Ash Hussain, sales and marketing directing at Elite McAfee reseller Axial Systems, said: “Lowest-level partners will now begin to see a price differentiation between branded and non-branded training. This is a way for McAfee to ensure that partners step up and prove their competency.”