Intel Launches Pilot Program For Partners To 'Bridge That Gap' With Intel Security Solutions

Intel is looking to find opportunities to "bridge that gap" between its North American channel partners and Intel Security's solutions and product portfolio.

The company has launched a pilot program to expand the discussion of how partners, particularly those specializing in the data center segment, can tap into Intel Security solutions.

"The longer-term goal is to help more customers take advantage of the full suite of products that Intel Security has where it's appropriate. ... That will help us get smarter, on the other side of the fence, in helping those customers," said Intel North America Channel Director Todd Garrigues. "Frankly, this is an effort for us starting with a few customers in the data center space to find those mutual opportunities and bridge that gap."

[Related: Intel Channel Chief Todd Garrigues: We Want Double-Digit Channel Growth In 2016]

Intel in 2010 said it would acquire McAfee, and later rebranded the company Intel Security. The two companies have different channel programs, and, until recently, Intel and Intel Security had largely separate efforts in the channel, said Garrigues.

Garrigues, who said he meets with Intel Security's channel executives consistently, said the two companies' different channel efforts could create barriers for Intel partners that may want to better streamline Intel hardware products with Intel Security solutions.

And, he said, a large base of Intel's Technology Providers are set up to tap into Intel Security solutions -- Garrigues noted that while many partners sell hardware products and components, more than 70 percent of Intel's partner base has adopted a managed service provider model, and can tap into solutions offered by Intel Security.

"We're talking products and technologies, and [Intel Security] is talking security and solutions, so we have to figure how to make this easier for our partners, who in some cases have a relationship with an Intel Security [representative] at distribution and an Intel relationship over here from a hardware perspective, and we might not be saying the same thing," he said.

Donna Shepard, senior vice president of Dallas-based M&A Technology, applauded the pilot program as beneficial for the channel, particularly with data center-focused partners that are looking at security solutions to protect clients from data breaches.

"We see the need for this -- we are betting large on Intel Security as many other data center channel partners are," she said. "It's a good play for partners to be able to make more margin, while also giving our customers that peace of mind that the hardware they're buying is secure."

The pilot program was launched in the fourth quarter of 2015 with only three partners, but Garrigues said Intel was looking to expand the conversation with up to 20 partners onsite at the company’s partner conference, Intel Solutions Summit, which took place last week in Orlando, Fla.

In the next six months, Garrigues said, Intel hopes to scale the pilot program and broaden its steps for integrating the channel efforts in the second half of the year.