McAfee (B2B) Sales Development - Engage & Train

Client Brief

As part of their commitment to the UK reseller channel, McAfee created a partner programme offering support and on-site McAfee product training with zero cost to the reseller.

In order to meet the demand, and deliver a high quality, consistent reseller experience McAfee engaged RPC to organise and deliver this critical service to their new and existing partner base.

Activity

From a list of interested potential McAfee partners, RPC tele-contacted booked and delivered Partner Induction Training at reseller premises nationwide.

The ’face-to-face’ commercial meetings were key to the success of the activity, with resellers receiving high quality training and key sales messaging from a team of experienced Sales Developers.

The meetings also provided an opportunity to verify understanding and also gain valuable in-depth feedback to provide a final ‘sanity check’ for McAfee on the potential reseller opportunity (£).

Outcome

The support offered by RPC allowed McAfee to deliver a high level of contact with all tiers of their reseller network. Additional Benefits—As the activity was not limited to just the top tier resellers, many emerging high potential tier 2 resellers not previously on the McAfee ‘radar’ in the UK and Eire were also identified and developed.

The quality of resellers was assured given the rigorous analysis provided by both tele-contacting and ‘sanity checking’ at site
meetings.

The initial Return on Investment (R.O.I.) was in the region of 8:1 with those McAfee partners impacted showing a 52% direct sales increase. Many of those partners sold for the first time!

Client Overview

McAfee, Inc. headquartered in Santa Clara, California  is a leading supplier of network security and availability solutions.
“We value the focus and dedication that RPC add to our partner enablement programme. They help us deliver our goal of taking quality training and security skills to the growing community of new McAfee partners."