McAfee lifts subscription renewals and overcomes channel challenges with Digital River

Company
McAfee-
Markets
Software and Services
The Customer

As one of the world’s leading cybersecurity software companies, McAfee helps businesses protect, detect and correct cyber threats.

The Challenge

McAfee needed to replace a cumbersome legacy system with a flexible ecommerce solution that would optimize SMB software sales and renewals while supporting channel partner attribution.

The Solution

Digital River helped McAfee launch a new online store for SMB software sales and provided an in-store entitlement look-up tool and API integration for channel partner attribution.

“Digital River’s ability to solve for complex channel partner challenges is a competitive advantage, and we couldn’t have started selling online without it. Initially, our partners were skeptical, but now they’re seeing new revenue and asking for more capabilities.”

– Bill McClure, VP of Strategic Initiatives, McAfee

The Story

Founded in 1987 and headquartered in Santa Clara, California, McAfee is the world’s largest dedicated security technology company. The company provides products, services and support for the home, home office and businesses of all sizes. McAfee’s small business solutions deliver the highest levels of threat visibility and antimalware protection, including endpoint protection, network security, cloud security, database security, endpoint detection and response, and data protection.

With its strong overall performance, McAfee has achieved the fastest growth rate in the Endpoint Security market, earning the Frost & Sullivan 2017 Growth Excellence Leadership Award. Gartner has recognized McAfee as a leader in three different Magic Quadrants: Security Information and Event Management (SIEM), Intrusion Prevention Systems, and Enterprise Data Loss Prevention Systems.

To optimize its SMB software sales and renewals, McAfee needed to replace its cumbersome legacy system. Since the company sold its SMB software through a two-tiered model with a few major distributors and thousands of channel partners, it needed a flexible ecommerce solution that could handle the complexities of their channel challenges. McAfee wanted an online store and subscription license management solution with a back-end integration to its entitlement management system. Furthermore, the company needed a solution that could manage multiple-party attribution on sales and renewals, deliver co-branded storefronts for distributors, and create tiered commissions based on partner type.

McAfee chose Digital River for its scale, global capabilities and ability to handle the complexities of a global reseller channel. To modernize McAfee’s ecommerce technology, Digital River helped the company launch a new online store for SMB software sales, which featured an in-store entitlement look-up tool along with a back-end API integration for channel partner attribution. The solution allowed resellers and distributors to automatically receive credit for customer renewals. In addition, Digital River provided co-branded storefronts for distributors, with unique themes and embedded attribution.

By partnering with Digital River, McAfee replaced several inefficiencies in their legacy systems, significantly increased their volume in sales and renewals, and expanded their reseller program internationally. To solve for McAfee’s multiple-party attribution challenge, Digital River provided a single view of sales and renewals across all direct and indirect channels. Furthermore, Digital River automated commission rates by partner type and tiers, and accelerated compensation payments to partners by 110 days.