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Check Point targets Top 500, telcos

Check Point targets Top 500, telcos

Check Point has assembled a new account team to foster opportunities among Top 500 companies in Sydney and Melbourne and in the telco service provider space.

The frontline team will conduct CEO lunches and breakfasts to raise awareness about Internet security. Check Point regional director Scott Ferguson said the initiative is not about "brainwashing people with the Check Point brand", however, it is expected to generate sales leads for Check Point's top-tier partners, or at the least, complement resellers' existing presence in these accounts.

Check Point has dedicated nine staff to the team, with a further six coming on board before the end of the year. The initiative is a marked change in strategy for the vendor, which has typically operated as a back-end channel support tool.

Meanwhile, Check Point has signed Alstom IT as a distributor, adding it to the ranks of LAN Systems and Express Data. Alstom's software focus, in addition to its direct access to Sun resellers, makes it particularly attractive to the vendor. Alstom also carries the Trend Micro and WebSense brands, which integrate directly with Check Point's line-up.

September will also see the dawn of a new partner program, which will segment Check Point's product set according to complexity as well as adding a new elite reseller tier. Ferguson expects between five and eight of the current 19 Premier Partners to sign up to the new level, which is yet to be christened. He said the alterations to the program will mean additional training for most top-tier partners, but Check Point will facilitate the training and is allowing resellers to put 100 per cent of their co-op dollars towards it. Ferguson said this would be an ongoing opportunity for resellers.


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