Check Point reassures distributors

Security vendor Check Point has moved to allay channel fears that an upcoming overhaul of its rebate and pricing structure will put a squeeze on distributor margins.

Under its new partner programme, which could be launched as soon as 1 July, Check Point will begin rewarding distributors with a mix of upfront discounts and back-end rebates. The vendor had previously only given upfront discounts.

Nick Lowe, managing director northern Europe at Check Point, denied that the vendor was taking margin out of the channel.

“As we roll out the programme we will move towards a model that looks at both discounts and back-end rebates,” he confirmed.

“Our distributors will be better off under the new system. They will see more profits.”

Lowe, who stressed that Check Point is still ‘fine-tuning’ the programme, said the rebates would be based not only on sales volumes, but on skills sets and recruitment, and development of new partners.

Bernie Dodwell, European security manager at Westcon Group, one of four UK Check Point distributors alongside Computerlinks, Wick Hill and DNS-Arrow, said: “We have received notification from Check Point [about the new terms and conditions] and we are considering the implications.”

Ian Kilpatrick, chairman of Wick Hill, said he was currently “in discussions” with Check Point over the proposed changes.

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