Check Point rolls out new round of channel initiatives

Check PointS program aims to create further sales opportunities

Check Point Software Technologies has launched a new global partner program, designed to reward partners that strengthen customer relationships.

Furthermore, the roll-out aims to create further sales opportunities, while providing partners with the resources they need to accelerate sales revenue.

"The new Check PointS program has a single, clear objective: to help our partners become more successful, knowledgeable and profitable,” said Frank Rauch, head of worldwide channels at Check Point. “The program is unique in rewarding ongoing customer engagement, which is key to unlocking new sales opportunities.

"We want our partners to be a fully-integrated part of the Check Point team, so we are delivering the best growth opportunities and rewards in the industry."

Developed in consultation with the channel, the program aims to remove a major pain point for partners - complexity - which is often associated with selling and supporting security solutions.

As such, the program aims to enable easier, more flexible collaboration with partners, directly rewarding them for sales-generating activities, accelerating sales cycles and providing expert support and resources.

The program also aims to level the playing field, benefiting large, mid-sized and boutique partners by not basing rewards on revenue alone, but instead recognising them based on their investments in customer interactions rather than pure sales results.

It also recognises the changing sales opportunities around technologies such as cloud and mobile, which require ongoing customer engagement rather than a one-off sale.

Effective 2 April 2019, partners will begin earning points for engaging in activities that drive customer engagement and investment, such as meetings with customers’ C-level executives, conducting product demos, or having planning or training sessions with Check Point.

Then, in January 2020, partners’ points totals will contribute to determining their level in the Check PointS program.

The program’s tiered levels also reward channel partners with competitive product discounts and guaranteed margins, enabling partners to take full advantage of new opportunities available in the growing network and data security market.

It provides dedicated account teams, enhanced sales tools and market development funding, demand creation and marketing activities, increased product margins and incentives for partners, and advanced sales and product training.

Partners will be able to log activities using a purpose-made mobile app. In addition to tracking activity at the partner level, the vendor will monitor the points earned by each partner employee, who will qualify for individual rewards once they reach agreed point thresholds.