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02 May 2006
Top-level VARs at security giant Check Point could find their status under threat as the vendor prepares for “a long overdue review” of its channel partners.
The vendor operates a four-tier channel strategy in the UK, with partners divided into Bronze, Silver, Gold and Platinum levels.
Viv Francis, EMEA channel manager at Check Point, said: “Today’s channel environment is fairly static. We want to go deeper into our VAR base because it gives end-users more choice.”
Although it is too early to go into details, Francis said the changes are likely to involve some Silver-level partners being promoted, and that higher-level partners will definitely have their status re-evaluated.
Check Point currently has three Platinum level partners and eight Gold level partners in the UK.
“We are going to take a long, hard look at our top layer of partners,” Francis said. She added that the changes could see another Platinum-level partner added to the mix.
“However, I only ever said we would have three UK Platinum partners, and by the end of the year, that is exactly what we will have,” she said. The changes will not affect distribution, she added.
Derek James, sales director for security solutions unit at Computacenter, welcomed the move.
“It’s been a while since Check Point last looked at its channel,” he said. “It’s definitely a move I would encourage to ensure that the right partners are given the right focus and support.”
Ian Kilpatrick, chairman of distributor Wick Hill Group, said: “This [the channel review] is a regular occurrence with our high-end vendors. It allows both Check Point and its resellers to revisit their mutual focus and agree on joint goals.”
Dave Ellis, director of e-security at Unipalm, said: “It has been a while since Check Point went through this exercise. Ultimately, it benefits both sides because it ensures that partners are making the right investment, and getting back the right support from the vendor.”
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