NAI commits itself to TMB programme
Vendor's higher-tier UK VARs must become accredited under Technology Means Business scheme
Network Associates (NAI) is revamping its global channel programme and insisting that all its higher-tier UK VARs become accredited under the government-backed Technology Means Business (TMB) scheme.
The vendor, which is changing its name to McAfee next month, admitted its channel strategy had been "wishy-washy".
"There were questions about whether we were indirect or direct, but with this new programme we are 100 per cent committed to the channel," said Wayne Carter, regional channel director Northern Europe at NAI.
Carter said the programme "defines partners by their business model", and groups VARs into Elite, Premier and Associate levels. Elite and Premier partners in particular are expected to gain TMB accreditation.
"The TMB accreditation will help customers know that our partners can fully support their needs," Carter added.
Phil Flaxton, chief executive of the IT Forum Foundation, which took over the TMB scheme earlier this month, said: "This is a positive move. Our aspirations for the TMB are to increase our accredited advisors, and we wholeheartedly endorse what NAI is doing."
The vendor has also developed its first partner portal, which offers SME lead-generation and training, certification and co-marketing initiatives.
Paul Spencer, managing director of VAR Axial Systems, said: "We have worked with NAI for years and have had problems with its channel policy and lack of clarity.
"However, it seems to be quite genuine in its intentions with this new scheme. We were sceptical at first, but it seems to be making sure policies are implemented across the organisation."
Partner focus
NAI intends to focus its channel on four main areas: intrusion prevention (both network and host), security forensics, traditional anti-virus and McAfee Corporate, which concentrates on software licensing.
The vendor, which works with distributors Azlan, Computer 2000, Ingram, Ideal and Gem, confirmed it is in discussions with other potential distribution partners.