Check Point: We want more Gold partners

Vendor identifies mismatch between addressable market and quantity of resellers

Check Point will prey on any dissatisfaction in Juniper and SonicWall's channels as it seeks to double its UK Gold partner tally to 20.

According to UK managing director Terry Greer-King, Check Point's recent diversification beyond its firewall roots has created a mismatch between its addressable market and quantity of top-level partners.

Greer-King (pictured) said the vendor is scouring its base of unmanaged partners to help fill the void.

Gold partners must generate more than $500,000 (£308,000) to $1m in annual Check Point sales and must ideally be selling a wide array of its new software blades, said Greer-King.

He predicted that some of the new recruits, which will be brought on board by the end of 2013, may be disillusioned Juniper partners who feel "a bit unloved by the vendor".

"We are seeing a lot of disaffection in the Juniper channel as they have changed their distribution around and there is a feeling that networking is more interesting to them than specific security revenue," he said. "We are hearing some critical things about its products."

Greer-King also had the knives out for SonicWall, following its recent acquisition by Dell.

"A few partners are concerned over Dell's direction, given their previous history," he said.

Check Point now turns over about $1.25bn and Greer-King said the firm's growing stature had prompted it to sharpen its focus on specific verticals. This includes traditional big spenders such as public sector, as well as less obvious niches such as utilities that are becoming more aware of the threat landscape.

"Using our 3D reporting tool, we can show them they have botnets deployed," he said. "We are trying to develop these non-traditional marketplaces with our partners."

Steve Malone, chief technology officer at security VAR Metadigm, said: "As an existing Check Point Gold partner, we know first-hand that having a well managed channel programme has helped Check Point achieve huge growth and success. Check Point continue to innovate and refine their products and therefore form a core part of Metadigm's security portfolio."