FireEye Looks To Revamp Pricing, Go-To-Market Strategy With Partners – Page: 1 | CRN

FireEye is entering the second phase of its company transformation, looking to revamp its pricing and go-to-market strategy to appeal to a broader set of customers.

Mandia said FireEye would be looking to undergo a holistic pricing review over the next 11 to 12 weeks, working both with external consultants and inside employees. He said new channel pricing and training is already starting to be rolled out. He hopes that will allow the company to expand beyond its traditional base of large, mature enterprises with a premium price point to a broader set of companies and even into the midmarket and SMB.

“In the past, I thought our products at a premium price weren’t always for the channel … If we enforce it, we will win the channel over time,” Mandia said.

Mandia said FireEye is aiming to be more consistent with its product messaging and pricing, including branding, solution packaging, and policies with partners. “We can simplify our messaging and simplify our go-to-market and give our channel better tools and simpler products to sell,” Mandia said.

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FireEye Looks To Revamp Pricing, Go-To-Market Strategy With Partners – Page: 1 | CRN.