Check Point has reworked its channel program to focus around knowledge and skilling-up.
President, Amnon Bar-Lev, said the approach came from a need to refocus on the fundamentals of the security company and its channel.
“One of the most important factors for partners at the end of the day is knowledge,” he said.
“People sell only what they know, so you need to make sure there is enough understand in place and it is correct.”
One way Check Point is ensuring its channel skills up is by sponsoring full certification through a new online training program.
A kick-off for all
Starting from next year, partners and resellers will also be able to attend Check Point Partner Sales Kick Off, an annual sales-focus event held in Europe, Asia and US
The conference typically attracts 500 to 700 people in each location, and Bar-Lev said the intention is to disseminate information from the top down.
“I want to be very transparent with everybody, so the knowledge I will give to my people will also be passed on to our partners,” he said.
Check Point is also changing the way it interacts with partners by creating new “channel leader” roles within the company.
Each country will have a channel leader responsible for the overall aspects of the channel, which Bar-Lev said goes beyond just sales and extends to the back and front offices.
“We’re putting a lot of effort to cover all the needs of partners, so we’ve added a support function to help partners with renewals and support,” he said.
Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.