Israeli security company Check Point revealed today that its Australian operations had seen compound growth of around 30 percent over the last few years despite having lost a number of resellers.
“Our business has been up by a factor of four over the last seven years, and we’ve got projection that there’s still a huge amount of opportunity there,” said Check Point ANZ country manager Scott McKinnel.
But the result was not down to Check Point doing more business direct. Rather, the company's most loyal partners have seen their sales goes through the roof.
“The number of partners we transact with has decreased over the years," McKinnel said.
"Some of it has been to do with consolidation, but those who have been loyal over the years, our larger partners, have increased their business tenfold.”
McKinnel explained that Check Point has a adopted a particular strategy for recruiting partners which is more passive than aggressive.
“We don’t go on big drives to find people. We find someone may transact with a product, then we have a dialogue, and incrementally they start to build confidence in our technology portfolio and it grows from there. It’s healthier for all parties concerned. We find once people make a commitment with us they don’t go away.”
The comments follow the release this week of Check Point's new line of security appliances for its Software Blade Architecture, alongside its new Anti-Bot software blade to protect against malware threats.
McKinnel said the company was expecting take-up at most of Check Point’s local partners, a list totalling 108 channel members including Dimension Data, Fujistu, HP, Horizon, CSC and IBM.
-1.jpg&w=100&c=1&s=0)
.png&w=100&c=1&s=0)
