Check Point’s latest A/NZ strategy targets partners, SMBs

Check Point’s latest A/NZ strategy targets partners, SMBs

Security vendor broadens its scope following several local appointments

Check Point is revamping its approach to the A/NZ channel following a series of new appointments.

Nigel Gutschlag has been apppointed the security vendor’s new A/NZ channel director, and comes into the role after holding various positions in Check Point for over nine years.

He expects to spend more time with partners than the company 'historically has.'

“We aim to get closer with our partners to drive incremental revenue through different programs that will go during the year,” he said.

Gutschlag hints at new tools being introduced for partners, complementing the ones already released, such as deal registration and security checkups.

“We will work closer with partners than ever before to achieve this strategy,” he said.

Channel focused

As for why the security vendor has a renewed focus on the local channel, Gutschlag said Check Point's 100 per cent channel approach called for it.

“We feel we need to focus more on the channel; to what has been happening in the space over the last two or three years,” he said.

Read more: MyNetFone channel partner programme revamped

One response is to increase the local headcount, with an additional channel manager hired earlier in the year and plans for another person to join in the coming months.

“We understand the channel is important to us and we want to spend more time enabling partners to grow in the market,” Gutschlag said.

New avenues

Steve McWhirter, was recently appointed Check Point’s APAC VP, and echoes Gutschlag’s outlook on the market.

Read more: New Acer partner program recognises those playing in the SMB space

“We have traditionally been known as an enterprise player and our channel has been effective to that end,” he said.

“What you’ll be seeing is we will be branching out by working with managed service providers.”

McWhirter said the added emphasis is designed at broadening Check Point’s local channel footprint, and it is currently looking to expanding into the SMB space.

He admits it won't be easy, as reaching those smaller organisations is “somewhat different” to what Check Point has done traditionally.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

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Tags channel partnercheck pointSMB marketchannel strategySteve McWhirterNigel GutschlagA/NZ channel director


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