Check Point is hoping to become more accessible to partners with its new global channel scheme.
The programme is due to be launched officially tomorrow, and the vendor has said some partners will not make the grade.
"It is important to keep refreshing partner programmes because if they are left they become hard to understand," said Viv Francis, channel director northern Europe at Check Point.
VARs will have six months to be re-accredited for the scheme, which sees them divided into four categories. The highest level is Platinum, followed by Gold, Silver and Bronze. Francis said some partners will qualify automatically, but others will have to undergo additional sales and technical training.
She added that the vendor is looking to increase market share in its three core areas: perimeter, web and internal security.
Higher-level partners will qualify for benefits such as marketing funds, rebates, previews of new technology via the Early Access part of the scheme and priority order processing.
"Our distribution partners will play a vital role in helping us deliver the scheme," Francis said.
She added that the vendor will be looking to fill the distribution gap left following its split with Azlan, and that it is in talks with several potential distributors.
"When markets become consolidated, if we can't give back value, that's when a programme starts to fall apart. This programme will ensure partners can support customers and differentiate themselves from the competition," she said.
David Ellis, director of e-security at Unipalm, was positive about the new scheme. "Check Point will provide real levels of accreditation. End-users will realise that partners know what they are talking about (when it comes to products)," he said.
"With channel programmes such as these, partners not performing should be knocked down a level and those over-performing should move up. Check Point has assured us this will happen and the scheme will be managed tightly, which is key."
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