Check Point is aligning some of its 30 UK direct-touch staff with partners in a move designed to cement its channel-friendly credentials.
Despite operating a 100-per-cent channel-only model, the network security vendor has drawn criticism in the past for focusing too much on end-user demand generation and not enough on enabling partners.
Until now, Check Point's direct-touch heads have typically worked in isolation from partners but some will now be hived off as a dedicated resource for Platinum, Gold and Silver partners who need expert help closing big opportunities.
Talking to CRN, Check Point's newly crowned UK managing director Keith Bird said the move reflects Check Point's desire to commit even more heavily to the channel in 2014.
"We focused very heavily on the channel before but we also focused on direct-touch activities," he said.
"This is a statement of intent from us that says we recognise how important the channel has been to get us to where we are today. We believe that justifies putting even more focus on that area."
Check Point has 100 staff dedicated to its UK business, including 30 based in its Israel HQ, and Bird indicated UK staff numbers would rise next year as the vendor recruits more sales engineers and marketing staff to support partners.
Bird pinpointed the expansion of Check Point's 3D reporting programme, which it launched last year as a means to help partners expose blind spots in customers' security defences, as another priority for 2014.
Check Point is offering training, enablement and "heavy financial support incentives" to ensure more partners pick up and run with the tool, Bird said, adding that 74 reports had been carried out by Check Point and its partners since it first trialled the scheme 18 months ago.
"We recognise this has become a great way to add value to our customers and help channel partners grow their business. It's a programme with heavy assistance from us and we want to ensure all partners of aware of it."
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