Check Point culls Var partners
Software vendor to increase sales through distributors
Security software vendor Check Point has revealed it will cut the number of Vars it works with in the UK while increasing sales through distributors.
The company, which sells only through the channel in the UK, works with 12 Premier Partners and 65 Authorised Resellers, but intends to reduce this to 10 and 40 respectively.
Tariq Ahmed, UK channel manager at Check Point, said the move would help the vendor to strengthen its relationship with high-volume resellers while increasing its focus on distribution.
"We are trying to build on the excellence of the partners that are doing high volumes of business with us and at the same time grow our [one-off sales] business through distribution.
"If a reseller's customer wants a Check Point product it can buy via distribution," he said. Check Point currently works with Allasso, Unipalm, Westcon and Azlan (which was acquired recently by Computer 2000).
David Ellis, director of e-security at Unipalm, Check Point's Complete Solutions Partner of the year EMEA, said: "This is good channel management because Check Point can reward resellers that invest in developing the market. It is also working closer with distributors to take it into new markets."
Despite Check Point's channel cull, security Var Cisilion has been named by the vendor as an Authorised Value Add Solution Provider Partner.
This is the firm's first level of accreditation. It gives the reseller access to more resources as well as leads generated by the vendor.
Chris Jenkins, product marketing manager at the Cisco-focused reseller, said customers are demanding security products to work alongside Cisco networking products. Cisilion recently took up Cisco's security specialisation.
Nokia and Clearswift are the firm's two latest security vendor partners.
Jenkins said Check Point's decision to cut its channel would pay dividends. "It's all very well being accredited, but do all resellers have the skills and customers to make good sales?" he said.