CHANNEL CHIEF
PRASHANT R . MENON , Channel Manager – UAE , Check Point Software Technologies Middle East , a multinational provider of software and combined hardware , and software products for IT security , including network security , endpoint security , cloud security , mobile security , data security and security management , talks about his current role and how the cybersecurity vendor is working with partners and developing its channel business in the MEA geography .
Describe your current job role and the parts that are somewhat challenging ?
My responsibility is to grow the partner ecosystem in UAE . As a 100 % channel driven organisation , my aim is to ensure the channel ’ s complete capability in switching and positioning new technologies , which includes the Check Point Harmony solution suite for workforce security , SASE , Check Point Cloudguard for everything cloud security related , Check Point Quantum for network and infrastructure security , as well as other associated emerging technologies . The COVID-19 pandemic only accelerated the demand for such technologies . Getting our channel partners enabled to meet the rising demands of enterprises ’ needs in a proficient manner requires them to adapt to the technology nuances and invest in resources to be able to deliver . Partners need to be educated that the traditional mindset of selling and positioning security technologies no longer gives their customer the comfort to invest with them . To excel , partners need to scale up to be a trusted security advisor to enterprises . Continuous skills development , training and bridging the knowledge gaps is an ongoing process , which would keep the partners close to their customers and give them the desired results .
Can you explain how your company works with channel partners ?
Check Point Software Technologies has always been a 100 % channel focused organisation . We have a two-tier channel model in which our partners drive the business . We have a broad channel ecosystem consisting of technology solution partners , MSPs , marketplaces and a traditional channel model to cover all our businesses requirements and meet those of enterprises looking to invest in next-generation security solutions . As the adoption of cloud continues to increase in the region , we see huge opportunity for our partners to reach out to new customers , help them leverage our market leading solutions and expand our regional footprint . We ’ ve launched a number of channel initiatives with select partners to reach new customers where partners already have a relationship , typically termed “ whitespace ”. We are always keen to expand our channel community and engage with new partners who possess expertise in specialised domains such as Internet of Things ( IoT ). We have a strong enablement , training and certification programme for partners to acquire the necessary skill sets to address the modern cybersecurity challenges faced by organisations .
How do you ensure channel partners flourish in a highly competitive market ?
Check Point sells to customers exclusively through its global network of distributors and value-added resellers ( VARs ). In January 2020 , we redesigned the Check Point Partner Growth Programme , developed in close consultation with many partners . The programme encourages closer alignment with Check Point ’ s channel teams while implementing best practices , speed , agility and customer value . The programme enables deeper collaboration with Check Point , giving
Prashant R . Menon , Channel Manager – UAE , Check Point Software Technologies Middle East
INTELLIGENT TECH CHANNELS Issue 42 63