Check Point brings on second distributor

Check Point brings on second distributor

Exclusive arrangement with Westcon Group opened up to include Computerlinks

Security distributor, Computerlinks, has brought on Check Point’s security products and is aiming to recruit over 40 new resellers.

According to Computerlinks Australian director, Matthew Hales, the agreement was signed in early January after Check Point approached the distributor in late 2009.

“We’ve had a relationship with Check Point in Europe and many other countries,” he said. “Quite recently, the local guys came to us and they were looking to do more with the UTM-1 product line into the mid-market space so they brought us on locally.”

Check Point already has a distribution deal with Westcon Group and Computerlinks will have access to the vendor’s entire product range. Despite this, Hales insisted his company would not take much business away from the rival as the two businesses had different targets.

“We’re a different kind of distributor to Westcon. We’re a pure security distributor so we were only launched a few years ago,” he said. “Our strengths are with the pre-sales support – we can offer resellers and the enablement of reseller via things like training and expertise in the products and licensing.

“We have our targets yes, but they’re not just around sales figures. They’re also around new resellers and new end customers.”

Hales said another key difference was the type of reseller his company would be aiming at with Check Point’s offerings. The company is hoping to bring on at least 40 new resellers locally.

“The ones that will benefit the most are those that don’t have much of a security competency. So they’re interested in adding that to their business … for example, those that are networking focused, that are dealing mostly in the right size bracket of 50-200 employees,” he said.

“We can eliminate the risks for them by being there as the backup for the pre-sales and also if they want to sell on any post-sale services as part of the solution.”

Check Point regional director, Scott McKinnel, said Computerlinks’ target resellers were missing from its current line-up.

“We ran a sole distribution model for a long time and it lasted about a year longer than we thought it may have. That’s testament to Westcon,” he said. “But when you get to a critical mass, a lot of financial people don’t like having a single exposure to market.

“It was a prudent decision to make sure we had some diversification in our route to market. Growth hadn’t slowed down, but we felt it could’ve. They’re expansion regime is about expansion. Putting on alternative vendors and optimising their reseller base – we were looking to expand ours.”

Despite the stated goal of expansion, McKinnel said there were no plans to expand the number of distributors within the next two years.

“You never say never, but given the stability we like to create at the distribution level unless there’s some unforeseeable change in the market dynamics I wouldn’t envisage it,” he said.

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Tags Westcon Groupmid-marketcomputerlinkscheck point


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