End-user demand and increased margins are attracting generalist VARs to the security market, according to Check Point.
Aatish Pattni, head of threat prevention in Northern Europe at the security vendor, told CRN that while the firm has had a stable channel set-up for decades, market forces are now shifting the make-up of its VAR community.
"Our main focus in the last two years with our channel partners is to ensure that our existing partner community is skilled up sufficiently on our newer technologies," he said.
Pattni said an example of this is Check Point's SandBlast partner programme, which was launched in early 2016 to promote the company's SandBlast threat prevention range, which blocks ransomware, malware and advanced persistent threats.
The SandBlast partner programme currently has six partners in the UK and Ireland, and 73 in EMEA. Check Point is looking to double the UK and Ireland partner numbers by the end of this year.
"As we go after new partners this is getting us into conversations with companies that typically Check Point wouldn't have spoken to before," said Pattni.
"Traditionally, Check Point's partner community has been split into two core areas: the large telco and SI partners, and then the VAR community which specialises in network security. In terms of the size of those VARs, we have partners big and small.
"The area [of the channel] we have not traditionally worked with as much would be the end-point security VARs and the more generalist VARs as opposed to the security VARs."
Pattni said those generalist VARs that have been selling to everyone previously are increasingly looking towards security.
"That is happening because there is a recognition from a channel perspective that offering security involves selling higher-margin products as it is not as transactional as some other deals," he added.
"The other aspect is just sheer demand from the customer. We are hearing about different [cyber] attacks every day and resellers are recognising there is a gap with their customers that they can resolve with the right technology."
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