Security software company Check Point hopes its resellers will take advantage of a service to target the small to medium enterprise (SME) market.
Scott McKinnel, ANZ country manager, says his company has conducted extensive analysis on the buying behaviour patterns of all industry markets.
While enterprise and mid-tier customers tend to buy UTM (unified threat management) from large integrators, McKinnel says SMEs prefer to buy a service from a trusted advisor.
With that in mind Check Point has launched a security management portal (SMP) — an integrated suite of managed services that its partners can offer their SME customers.
McKinnel says that, long-term, the service will eventually be picked up by a telecommunications company but doubts that will happen for some time.
“Possibly this will end up in the telco domain but the reality is it won’t be saturated by a couple of players for a while,” he says.
Instead, McKinnel believes partners in certain geographies with a finite number of customers will reap the benefits of selling the service to SMEs.
“It’s clear that buying behaviour changes through the tiers. Check Point believes the low end of the market will eventually be serviced by ISPs, ASPs (application service providers) and value-added resellers.”
McKinnel points out that given the nature of the technology remote management lowers the cost of installation, eliminating the need for onsite configuration and troubleshooting.