James Thew - Fotolia
The recently installed UK boss at security player Check Point is hoping he can develop a partner ecosystem where resellers will work more closely with each other.
The vendor has appointed Simon Moor as director, UK and Ireland, and in his few weeks at the firm he has already discovered that it has plenty of decent channek partners and its distribution partners are adding value.
What he has also spotted is perhaps a lack of partnerhips across its channel, with a role for the vendor to step into encourage greater collaboration.
"We need to make sure we have the right skills in the right partners for the right part of the market and where we don't to drive some collaboration in the partner community where we do have the skills," he said.
Creating that partner ecosystem around some collaboration is something I have done before with some success so I know how we can make that work," he added.
Moor said that it was starting to have discussions with some partners but it was at the early stages of developing more of a collaboration environment.
The other challenge is one that also exercises the management at other vendors with a need to get the message across to users about just how wide its portfolio is.
Moor feels that if users knew more about what it had to offer then they would be asking resellers to provide them with more applications.
"One of the challenges we have got is that people think of Check Point and they don't think of the complete broad security player that we are," he said.
"there is a huge breath so one of the things I have got to achieve in conjunction with our partners is to go to customers anfd talk to them about their IT risk and risk posture and the current situation and then making sure we can pitch our broad capability. We can focus with them on the most importtand and urgent areas first in conjunction with highly skilled channel," he added.
Moor has a background in the security and storage parts of the industry and most recently held a position as vice president of Uk and Ireland at Symantec. His CV also includes spells at Veritas, Siebel Systems, Sun Microsystems and HP.
Bruno Darmon, European vice president for Check Point, said that Moor came with a wealth of experience in security and the enterprise software sectors: "He has an in-depth knowledge of the business as well as a proven track record in growing revenues and developing a robust and healthy channel."
Moor added that it would be working to ensure that partners were also up to speed on its portfolio to make sure that they were also pitching across the product range.
"They are having to deal with hundreds of vendor to solve very complicated problems. The risks of integrating all those technologies are high and what we give them is a platform that is easy to communicate and grow their footprint in the customers with little risk around integration because we have done that for them," he added.
Having introduced an updated partner programme in April the vendor is not looking to make any changes at the current time but is looking to recruit more resellers to give it greater coverage in some specialist areas.