Check Point dumps distributors

Check Point appointed LAN Systems as its sole distributor and cut Express Data and Dovetail following a two-and-half month review.

The security vendor said its decision to appoint one distributor would simplify the distribution of its core products and create operational efficiencies to benefit the channel.

“We are looking at covering the market with the least amount of resources and risk,” said Scott McKinnel, country manager, Australia and New Zealand at Check Point.

The status of Check Point’s distribution arrangement with Firewall Systems was still being discussed, he said. Last December, Check Point, Firewall Systems and Crossbeam Systems teamed to deliver a unified threat management (UTM) service to mid-market resellers.

McKinnel told CRN that Check Point was “still in dialogue” with Firewall Systems as to how the distribution changes would affect a contract between the companies.

He said Check Point selected LAN Systems based on synergies with LAN’s owner The Westcon Group the ability to aggregate resources and get better economies of scale with a sole distributor.

Check Point would also gain more “mindshare” at LAN Systems, and move up “in terms of overall importance” to the distributor.

Nick Verykios, marketing director at Firewall Systems confirmed the distributor was in discussions with Check Point and said Firewall wanted to remain a partner. “They’ve made that decision but what it means for us is still being discussed,” he said.

Check Point also completed a reseller/integrator review which has seen it re-define relationships with these partners.

LAN Systems executives were not available for comment at press time.