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Intel Security hires ex-Cisco and Avaya man to run global channels

Channel has spoken: What do we want? Consistency! When do we want it? Now!

Intel Security - the company formerly known as McAfee - has hired ex-Avaya global channel overlord Richard Steranka to run the rule over its worldwide partner network.

The exec will take control of the security firm’s disties, resellers, managed service providers, alliances and embedded OEM chums - and will have his work cut out.

Like IBM, Intel Security is perceived as blowing hot and cold on its relationships in the channel.

“There is no consistency,” said one partner, while another agreed, claiming the vendor has “no focus. They go through a cycles of pulling back and then investing in the channel.”

Anyone mildly involved in the community of third party sellers knows predictability is covered in the first chapter of the Channel Handbook.

In a prepared statement, Intel Security said the new hire will concentrate on getting partners to give it greater share of wallet, building “integrated security capabilities with fewer vendors, but with richer services”.

Intel Security launched on the road to SaaS some years ago and has tried to pull more MSPs on board.

Steranka’s marketing people highlighted security as a “rapidly evolving field within IT” but then they eyes of this reporter glazed over, making the rest of the press release unreadable.

The global exec, who prior to Avaya spent the best part of two decades at Cisco, will report directly to Scott Lovett, senior veep of global sales. He fills the role left vacant for five months since the departure of previosu channel overlord Gavin Struthers, now president of Asia ops. ®

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