The lure of the small to medium enterprise (SME) customer has enticed Internet security developer, Check Point Technologies to add a new level to its channel partner program.
Check Point says the new level gives resellers an opportunity to access the largely untapped low-end sector.
The new Licensing Partner program is designed to give vertical and regional resellers access to Check Point's expertise, training and support without the heavy investment and sales quotas required for Check Point Premier and Authorised partner programs.
"These [licensing] partners do one-off sales here and there, but across the market there are many of them which contributes to a significant amount of business," said Limor Bakal, Check Point's international channels manager.
Sydney-based security specialist, Layer-0 has become the first partner signed to Check Point's new program and is already reaping the benefits according to senior consultant, Craig Little.
"The major advantage is that it gives me access to a largely untapped sector," he said. "Traditionally SME looks at security as something they can't afford so they either ignore it or avoid connecting to the Internet at all. The other option is that they install an inadequate security package that protects their desktop but not their enterprise."
Little said that as customers strive to secure their businesses they are being trapped by poorly integrated solutions without no support. This initial experience is driving them to demand vendor certification before they will even let the reseller in the door.
He believes the complexity of the Check Point solution, and security in general, will secure it against commodification and ensures the usefulness of security specialists even in environments that have internal IT departments.
While Check Point is anticipating a rapid uptake of the Licensed partner program, Layer-0 hopes to hold its exclusive position for a short while at least. Already Licensed partners account for 51 per cent of Check Point's US partner base, out-stripping the other two categories after only six months.