Security giant ready to make its Point
Check Point has revealed that the channel is still as important to the vendor as it has ever been before. Amnon Bar Lev,vice-president field operations and technical services speaks with Sara Yirrell about the firm's plans for its resellers
Security giant Check Point will remain totally committed to the channel and is keen to focus more on dedicated partners, according to one of its top executives.
Speaking to CRN, Amnon Bar Lev, vice-president of field operations and technical services at the Israel-based vendor, said partner profitability is a continuing priority for Check Point.
“I know how the channel works, what the motivations are behind it. Check Point is a 100 per cent indirect company and it will stay that way,” he said. “The market has changed and a lot of vendors have hybrid models, but we believe in the channel.”
“We want to make sure it’s all about investment. Channel partners want return on investment and our philosophy is that we want to invest in partners that choose to invest in Check Point. They can carry other vendor products as well, we would not try and stop them doing that.
Bar Lev added that Check Point also wants to ensure that its partners are profitable. “We need to make sure they have enough products to sell, have high stickiness of customers and also that they have up-sell and cross-sell opportunities,” he said.
Marketing was an important part of channel success and the vendor was keen to embark on mutual marketing campaigns and co-operative programmes with its channel partners, Bar Lev said.
“We want to make sure that it is easy and simple to work with Check Point,” he said. “It hasn’t always been the case in the past. However we are trying to make sure that we have service level agreements (SLAs) for partners and we want to share the same messaging with customers and transfer that knowledge to the channel.”
Check Point has faced considerable challenges in EMEA recently. Back in July, former EMEA channel manager Viv Francis left the company to go to rival vendor Symbol Technologies (CRN, 31 July). In addition, Niall Moynihan, country manager for Ireland and Africa left the vendor for a job in South Africa (CRN, 14 August).
It also recently announced significant changes to its EMEA-wide support model, which at the time caused concern because it meant end-users were hit with higher support charges. However, Bar Lev said any problems arising from the firm’s changes to its EMEA support model have been ironed out.
“The principle behind these changes to our support model was collaboration,” he added. “Customers may have to pay more, but they get more out of it in return. It is going very well so far. We wanted to make sure our customers had SLAs and access to our extensive knowledge base. It is working very nicely. Our customers seem very happy with it and our partners are all signed up and giving positive feedback.”
He added that the decision to change the support model was not taken lightly.
“I presented my ideas to partners, and once I had received their feedback, I worked on the ideas some more,” he said. “Then we held a series of meetings across Europe where partners had the chance to ask questions.”
The support scheme changes have been such a success that Check Point is extending it to other regions, he added. However, making difficult decisions is not something that Check Point shies away from, he claimed.
“I am not afraid of making decisions that will hurt me tomorrow, but will be beneficial in the long run,” he said.
In addition, the vendor announced a full review of its UK reseller partners earlier this year (CRN, 2 May), which it admitted could see some top partners lose their status and other, lower level VARs promoted.
“We have to do everything we can to make sure that partners are profitable and successful,” Bar Lev said. “Part of what we will do is really evaluate each and every partner. It is not just about the amount of revenue that they generate, we are looking at the long-term prospects.
“Value add is very important and we want to focus on the relevant distributors and resellers that can bring more value into the fulfilment chain. Distribution has a lot of value and many assets, but when you are talking about smaller partners they have to have someone to take care of them and help them to grow.”
Bar Lev added: “We have to make sure that our partners are comfortable with what they are selling and that customers are happy, because that makes for a happy chain. Happy customers mean happy partners and ultimately a happy vendor.”
Bar Lev said Check Point would not rule out acquisition as a continuing part of its strategy, but has no immediate plans.
“As a company we have resources. We have made acquisitions before and we look at things on a case by case basis,” he said.
David Ellis, director of e-security at Check Point distributor Computerlinks was pleased with Check Point’s progress.
“It is doing a pretty good job overall,” he said. “However, one thing it needs to remain conscious of is that Check Point is a big organisation – but it still needs to keep the value in the market for the channel. It needs to ensure that the channel partners who continue to invest in Check Point are the ones that are rewarded and have their margins maintained.”
In the past, Ellis said distribution partners have had a challenge securing co-operative marketing approval, but due to Bar Lev’s leadership, this is changing.
“Amnon has always delivered what he said he was going to deliver, which is a good thing,” he added.