Menu
As a channel company, we can do better: Check Point

As a channel company, we can do better: Check Point

Security vendor aims to strengthen its security messaging in a increasingly confusing marketplace.

For an organisation that is 100 per cent channel, Check Point has done a relatively “poor job” at it.

That is according to APAC VP, Steve McWhirter, who spoke about the security vendor’s channel approach during Partner eXchange in Sydney.

“We are a very proud technology company that makes good software, but we have not done a good job on enabling the channel on how to sell it,” he said.

McWhirter describes this as the “single biggest issue” the company is trying to address at the moment.

“We understand that most resellers are in business for themselves, so many will carry multiple vendors and technologies, but we’ve done a bad job of standing out,” he said.

When McWhirter looks at other competitors in the security space and their value propositions, he is often surprised by some of the messages they are pushing to customers.

One example he points to is the recent focus by certain vendor’s on “throughput” of security.

“The most important thing in security is not throughput, but being secure,” McWhirter said.

Getting the right message

In this environment being secure is seemingly being traded in for speed, McWhirter said Check Point has done a “poor job of articulating” where it fits into that discussion, and how it is enabling the channel to take the right message to market.

“If we did a better job at that, the channel would be better positioned to represent Check Point as a brand,” he said.

McWhirter adds that it would also put customers in a better position to pay more for the company’s services.

“Across the board, we’ve gone about the education of the channel in a ‘rear-end-first’ type of approach, and I’d like to see this rectified,” he said.

Read more: Zeus malware uses techniques both new and old: Websense

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 check pointsecuritychannel partner

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