Consolidation in the security market could leave some resellers trailing the market as customers look to reduce the number of products they have to manage and update.
That warning has come from Nick Lowe, head of Western European sales at Check Point, who has seen increasing calls from customers for a change in the way security is sold as they grapple with budget and time constraints.
"For the reseller there is a choice: do they continue to sell legacy systems or do they prepare clients for a security journey the goes from product to integration and professional services," he said.
Some resellers continue to stick with the tried and tested approach but he said others were "getting it" and it wanted to work more closely with those partners over the next few years.
Lowe added that it had carried out some research last year that showed on average companies were using products from around 14 to 15 different vendors.
Terry Greer-King, who recently took over running the UK at Check Point, said that there was money that resellers were leaving on the table from potential services business.