Menu
Check Point’s latest A/NZ strategy targets partners, SMBs

Check Point’s latest A/NZ strategy targets partners, SMBs

Security vendor broadens its scope following several local appointments

Check Point is revamping its approach to the A/NZ channel following a series of new appointments.

Nigel Gutschlag has been apppointed the security vendor’s new A/NZ channel director, and comes into the role after holding various positions in Check Point for over nine years.

He expects to spend more time with partners than the company 'historically has.'

“We aim to get closer with our partners to drive incremental revenue through different programs that will go during the year,” he said.

Gutschlag hints at new tools being introduced for partners, complementing the ones already released, such as deal registration and security checkups.

“We will work closer with partners than ever before to achieve this strategy,” he said.

Channel focused

As for why the security vendor has a renewed focus on the local channel, Gutschlag said Check Point's 100 per cent channel approach called for it.

“We feel we need to focus more on the channel; to what has been happening in the space over the last two or three years,” he said.

Read more: MyNetFone channel partner programme revamped

One response is to increase the local headcount, with an additional channel manager hired earlier in the year and plans for another person to join in the coming months.

“We understand the channel is important to us and we want to spend more time enabling partners to grow in the market,” Gutschlag said.

New avenues

Steve McWhirter, was recently appointed Check Point’s APAC VP, and echoes Gutschlag’s outlook on the market.

Read more: New Acer partner program recognises those playing in the SMB space

“We have traditionally been known as an enterprise player and our channel has been effective to that end,” he said.

“What you’ll be seeing is we will be branching out by working with managed service providers.”

McWhirter said the added emphasis is designed at broadening Check Point’s local channel footprint, and it is currently looking to expanding into the SMB space.

He admits it won't be easy, as reaching those smaller organisations is “somewhat different” to what Check Point has done traditionally.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags Steve McWhirtercheck pointNigel Gutschlagsecuritychannel strategychannel partnerA/NZ channel directorSMB market

Featured

Slideshows

Educating from the epicentre - Why distributors are the pulse checkers of the channel

Educating from the epicentre - Why distributors are the pulse checkers of the channel

​As the channel changes and industry voices deepen, the need for clarity and insight heightens. Market misconceptions talk of an “under pressure” distribution space, with competitors in that fateful “race for relevance” across New Zealand. Amidst the cliched assumptions however, distribution is once again showing its strength, as a force to be listened to, rather than questioned. Traditionally, the role was born out of a need for vendors and resellers to find one another, acting as a bridge between the testing lab and the marketplace. Yet despite new technologies and business approaches shaking the channel to its very core, distributors remain tied to the epicentre - providing the voice of reason amidst a seismic industry shift. In looking across both sides of the vendor and partner fences, the middle concept of the three-tier chain remains centrally placed to understand the metrics of two differing worlds, as the continual pulse checkers of the local channel. This exclusive Reseller News Roundtable, in association with Dicker Data and rhipe, examined the pivotal role of distribution in understanding the health of the channel, educating from the epicentre as the market transforms at a rapid rate.

Educating from the epicentre - Why distributors are the pulse checkers of the channel
Kiwi channel reunites as After Hours kicks off 2017

Kiwi channel reunites as After Hours kicks off 2017

After Hours made a welcome return to the channel social calendar last night, with a bumper crowd of distributors, vendors and resellers descending on The Jefferson in Auckland to kickstart 2017. Photos by Maria Stefina.

Kiwi channel reunites as After Hours kicks off 2017
Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow Electronics introduced Tenable Network Security to local resellers in Sydney last week, officially launching the distributor's latest security partnership across Australia and New Zealand. Representing the first direct distribution agreement locally for Tenable specifically, the deal sees Arrow deliver security solutions directly to mid-market and enterprise channel partners on both sides of the Tasman.

Arrow exclusively introduces Tenable Network Security to A/NZ channel
Show Comments