Intel Security taps Avaya for new channel leadership

Richard Steranka is Intel Security’s new worldwide channel chief.

Intel Security had been without a channel chief since Gavin Struthers was promoted to President of the company’s AsiaPac operations three months ago.

In Steranka, Intel Security gets a channel executive who transformed the Avaya Connect Partner program from a volume-based to a value-based incentive structure.

In his new job, Steranka will report directly to Scott Lovett, senior vice president of global sales and will be responsible for worldwide channels as well as influencing solution providers to commit to its portfolio of connected security products. With that Steranka has been task to change the mindset of partners and specifically build-out integrated security capabilities with fewer vendors including higher valued professional services.

He will also look after Intel Security’s ecosystem of distributors, value-added resellers, managed service providers, alliances and embedded OEMs.

Steranka said, in a statement, that security is perhaps the most rapidly evolving field within IT, with new threats and technologies coming to market every day. Staying relevant and on the offense is imperative so that our partners can not only reach their own profitability goals, but also better protect our mutual customers from next-generation cyber threats.

As for Struthers’ three-plus year tenure as channel chief, he increased incentives, revamped an aging program, committed to a deal registration program with high upfront margins and help usher in the channels move to cloud security.

The change in channel leadership comes at a time when Intel Security rolled out the second phase of its partner program. The first phase, back in October of 2014, created a new framework for future enhancements to the program targeted at distributors and solution providers.

In part two, the Intel Security Partner Program seeks to invest in driving differentiation and profitability in five areas:

  1. Removal of Tiered Pricing: Eliminating tiered pricing allows Intel Security to reallocate funds to more profitable offerings that improve retained margin.
  2. Improved Deal Registration: Rewards members based upon their Intel Security Partner Program level, by limiting deal registration to one partner per each approved partner-found sales opportunity. This also simplifies the Deal Registration process by consolidating to one registration form.
  3. New Teaming Plan: Investment in resellers that have committed to building an Intel Security practice and are engaged in adding value to Intel Security found deals. The plan is intended to increase profitability and deal protection for the partner, streamlining the approval process.
  4. Improved Incumbency Advantage: Provides additional incentives based on the program level by increasing the discount for resellers as the partner level rises, and automatically rewarding resellers for renewals.
  5. Partner Level Name Changes: New Platinum, Gold and Silver partnership levels reflect industry standard terms for classifying tiered offerings.

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Jim Love, Chief Content Officer, IT World Canada

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Paolo Del Nibletto
Paolo Del Nibletto
Former editor of Computer Dealer News, covering Canada's IT channel community.

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