With just three and a half weeks under his belt as Check Point UK and Ireland managing director Keith Bird has already outlined some channel plans for the year ahead.
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The security industry veteran has revealed that the security firm plans to beef up the sales and engineering support that it offers resellers as it looks to ensure that its partners have access to all of the tools necessary to close deals.
The first part of the plan is to free up more resources in the vendor's direct touch sales team to encourage those sales staff that have traditionally generated leads and then passed them to partners to work with resellers at an earlier stage and be prepared to provide support to partners putting together their pitches.
"The direct touch teams will not be working in isolation (finding leads and then passing them through to resellers) but will be working with channel partners to help them with a specific implementation, where they want a sales person to help," said Bird.
The sales support will be available to those resellers that require assistance and the vendor is not expecting every transaction generated by partners to require involvement with the direct touch team.
Bird added that there will also be more sales engineers available to the channel to ensure that the levels of technical expertise that resellers can draw on was better than in the past.
"In the past the balance between investment between direct touch and the channel has been balanced but it will be more in the favour of the channel next year," he said.