Menu
Shakeup as Express Data dumps Check Point

Shakeup as Express Data dumps Check Point

After ten years the relationship between Express Data and security software vendor Check Point has ended abruptly.

Late last month Check Point awarded Lan Systems sole Australian distribution rights to its products. Although there was no immediate change to the New Zealand model, ED felt the split was inevitable.

Paul Plester, ED national sales manager, says it was better to make a quick, fast break rather than a slow, gradual death.

“We weren’t exactly getting good signals from Check Point once it dropped ED in Australia,” he says. Plester says the fact there are two Australian distributors sniffing around at the moment didn’t help.

He says ED has no plans to replace Check Point with another security vendor and will instead focus on its existing vendors.

“We’ve seen dynamic growth from vendors such as Cisco and Symantec who concentrate on end-to-end solutions.”

John King, ESP managing director, says the news is quite disappointing.

“Check Point is a difficult product to sell and needs a lot of support — that’s why the relationship with ED is so important,” he says.

King believes the time and effort involved in transferring to a new distributor will have an impact.

Meanwhile, Scott McKinnel, Check Point’s ANZ country manager, says he was prepared for ED’s decision.

“It was something we were prepared for after the distribution change in Australia. I fully appreciate everything ED has done for Check Point but at the same time it gives us the opportunity to distribute through Lan Systems in New Zealand,” he says.

McKinnel is quick to point out his company is performing extremely well and remains a market leader.

“There’s been some speculation that Check Point isn’t doing so well but that’s not true. The company has had CAGR [compound annual growth rate] of 25% over the last three years and 27% last year so it’s not down to market share.”

He says Lan Systems will ensure business continuity for partners and customers.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

Meet the leading female front runners of the Kiwi channel

Meet the leading female front runners of the Kiwi channel

Reseller News honoured the leading female front runners of the New Zealand channel at the 2018 Women in ICT Awards (WIICTA) in Auckland. The awards honoured standout individuals across seven categories, spanning Entrepreneur; Innovation; Rising Star; Shining Star; Community; Technical and Achievement.

Meet the leading female front runners of the Kiwi channel
Meet the top performing customer-centric Microsoft channel partners

Meet the top performing customer-centric Microsoft channel partners

Microsoft honoured leading partners across the channel following a year of customer innovation and market growth in New Zealand. The 2018 Microsoft Partner Awards recognised excellence within the context of the end-user, spanning a host of emerging and established providers.

Meet the top performing customer-centric Microsoft channel partners
Reseller News launches new-look Awards at 2018 Judges’ Lunch

Reseller News launches new-look Awards at 2018 Judges’ Lunch

Introducing the Reseller News Innovation Awards, launched to the channel at the 2018 Judges’ Lunch in Auckland. With more than 70 judges now part of the voting panel, the new-look awards will reflect the changing dynamics of the channel, recognising excellence across customer value and innovation - spanning start-ups, partners, distributors and vendors.

Reseller News launches new-look Awards at 2018 Judges’ Lunch
Show Comments