Checkpoint secures extra tier in reseller scheme

Checkpoint software is to add another tier to its reseller accreditation scheme, to accommodate entry-level partners, and has raised the qualification criteria for its existing partners.

Checkpoint software is to add another tier to its reseller accreditation scheme, to accommodate entry-level partners, and has raised the qualification criteria for its existing partners.

Tariq Ahmed, northern European sales manager at Checkpoint, said the move was a response to the unprecedented demand for firewalls from resellers who are not otherwise security specialists.

"Security is generally acknowledged to be the fastest-growing and most profitable sector of the channel. Most profit is available from putting together multi-vendor solutions, setting up virtual private networks and writing security policies. This is why it is worth investing in technical expertise," he said.

Premier partners will now need to employ six Checkpoint Certified Systems Engineers (CCSEs) instead of four, and authorised partners must employ two CCSEs instead of one.

CCSE training costs approximately £3500, said Ahmed. The new accreditation level, licence partner, must employ one CCSE. Brian Pennington, marketing director at Checkpoint authorised partner Brilaw International, said that it was worth investing in the extra CCSE to maintain authorised status, and added the security market was large enough to absorb extra resellers.

Ahmed said Checkpoint expects to maintain the current number of premier partners at about 12, reduce the number of authorised partners from 70 to about 55, and recruit between 50 and 60 licensed partners.

Ahmed claimed the "1,000 or so" sales leads Checkpoint receives from end-users every week will be distributed among premier and authorised partners only. Access to market development funds will also be determined by level of accreditation.

Two months ago, Checkpoint recruited Colin Jones from Azlan to oversee its channel programme. It is working on an accreditation scheme for managed security service providers requiring resellers to employ at least eight CCSEs and have a 24-hour support facility.