Check Point revamps VAR incentives, boosts channel engagement
- 12 May, 2019 14:21
Check Point Software Technologies has unveiled new incentives designed to provide valued-added resellers with additional rewards for customer purchases of CloudGuard IaaS through the marketplaces of Amazon Web Services (AWS) and Microsoft Azure.
The new CloudGuard Pay-as-You-Go (PAYG) incentive program forms part of the changes the vendor has made to its Check Point Engage global partner program, which also saw the introduction of a new Engage app to foster closer relationships with partners in an effort to increase sales.
“At the start of this year, our CEO Gil Shwed said ‘it is time to reinvest in our partners'," said Frank Rauch, head of worldwide channels at Check Point. "With these new initiatives, we are doing exactly that - doubling down on our commitment to helping our partners be more successful and profitable.
“The Engage app will accelerate partner rewards and give faster access to the tools they need to unlock sales opportunities with both new and existing customers, and the CloudGuard PAYG program is unique in recognising partners’ long-term investments in customers embracing the cloud model.
“We are giving our channel best-in-class resources to help them win and retain new customers, with the most innovative, advanced solutions in the industry."
Through this new incentive program, Rauch said resellers now have the opportunity to benefit from an initial sales opportunity through registering the purchase of Check Point CloudGuard solutions made via the AWS and Azure marketplaces.
Furthermore, the new Engage mobile app aims to better enable partners through closer collaboration with the security vendor’s channel teams.
As a result, the partners will have quicker access to expert resources and support, while also having the ability to record sales-focused activities with the app, providing greater visibility for commercial actions.
Furthermore, the app automatically connects sales activities to the relevant promotions and benefits in the Engage partner program, making partner rewards "manageable and easier to track".
“This program enables the entire team to engage in better results and empowers the commercial team to stay close with customers,” said Andre Favero, CEO Sentinela Security, a partner of Check Point Engage. “If the channel does not have a CRM system, this application provides the history of all team interactions with customers and offers visibility for commercial actions."
The program, which was originally unveiled in February 2019, was designed primarily to level the playing field, benefiting the full range of partners from large, mid-sized and boutique by not basing rewards on revenue alone, but instead recognising them based on their investments in customer interactions rather than pure sales results.
“Helping partners find and convert sales opportunities gives indirect sales and marketing teams a significant advantage,” said Jay McBain, principal analyst, Forrester Research, in a report titled Winning In The Channel Requires Data-Driven Program Innovation.
“Knowing when customers are ready to buy and assisting with the right content, messaging, and sales support in real time will drive joint revenue growth."