Check Point to rethink co-op share

Security software vendor to tackle marketing funding as it looks for business in sub-enterprise space

Lowe: we want to break that cycle [between partners' co-op budget and spend]

Check Point may begin allocating its co-op marketing dollars in a more ad-hoc
fashion as it hunts for more business in the ‘sub-enterprise’ space.

Currently, co-op marketing funding is allocated based on the reseller’s quarterly spend with the security software vendor, but Nick Lowe, managing director Northern Europe, hinted that link could be broken.

In April, Check Point launched an account-mapping unit to help resellers prospect for new opportunities below Check Point’s major accounts.

Margins for partners working with that team are already protected, but Lowe acknowledged Check Point could do more to help them with marketing. He stressed these partners typically have not traditionally had a strong relationship with Check Point and tend to be specialists in markets such as virtualisation.

“At the moment the co-op budget is proportional to their previous quarter’s spend, but we want to break that cycle,” he said.

Lowe also claimed firms in the sub-enterprise space now have a true appreciation of their security requirements.

“There is a lot of refresh in that market and we are picking up more than our fair share,” he said.

“The [account mapping] team will probably contribute in excess of £10m this year and we will look to strengthen that team.”

Dave Ellis, e-security director at Check Point distributor Computerlinks, said: “Without co-op it is difficult to generate sales so it is good to break that cycle. Anything to make the co-op programme more flexible - on the assumption that it is used properly - is a good thing.”

Another Check Point partner, who wished to remain anonymous, agreed that things need to change: “Check Point needs to target resellers that are making money, not the ones that have made money.”