No plans to expand channel, promises Check Point


No plans to expand channel, promises Check Point

Dominic Hall
Check Point has moved to assure its partners that it will not be looking to expand its channel during the current push to attract a larger share of the SME market.

Although admitting it had been late to turn its attention away from the enterprise, the company was confident its recent appointment of distributor Westcon would help it reach a wider customer base.

But Check Point UK channel and sales director, Tariq Ahmed, said the push into the low end of the market with its S Series products would not mean appointing new resellers and distributors.

"It would be the easiest thing in the world for me to appoint thousands of resellers, but one of the reasons people make money selling Check Point is because we haven't done that and don't intend to."

He added that recently appointed Westcon only crossed into five per cent of the markets of existing distributors Unipalm and Allasso.

David Ellis, director of e-security at distributor Unipalm, claimed Check Point knew the "reasons for its success" lay in the foundations built by its original specialist distributors.

"Check Point's revenues in the UK are far higher than anywhere else in the world because it has always worked with distributors here, which have built its channels," he said.

But one channel insider was concerned Check Point was at the top of a slippery slope. "If broadliners start selling a product at maximum discounts, the value soon goes down and the channel stops selling it because it's no longer worth its while and it will look to new technologies instead," the source said.

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