The channel is critical to scaling: SUNDAR N BALASUBRAMANIAN, Managing Director, India and SAARC, Check Point Software Technologies Ltd

Sundar N Balasubramanian
Managing Director, India and SAARC
Check Point Software Technologies Ltd.

“Channel is central to our India business. We work with channel partners and strategize with them to deliver a better customer experience and meet their cybersecurity needs. There is growing trend among our buyers to look for products online. As such we are utilizing our existing India Channel Partner network to reach all customers spanning all ecosystems. We continue to witness deal registration growth by our channel partners’ year on year, as well as our deal size. The increase in the number of deal registration is a leading indicator of our channel vibrancy in deal registration growth by channel partners’ year on year in India. We continue to groom and develop new partners and in the process have gained many new customers for Check Point. Many of the new partners switched from competition or are influenced to start their cybersecurity business with Check Point. Each year, we continue to see quite a number of new partners recruited in being India.

• One Team: We believe the channel is critical to scaling our business and that is why we are focused on extending our team by including the channel, and having them work together as one cohesive team. This involves extending all the same resourcing available internally to our channel, joint planning to ensure they are specialized for their future, and customized enablement plans to ensure they are growing as an organization and as part of our extended team.

• Specialization for the Channel: Specialization is the key to the future of security. Just as sales roles have specialized so too must the channel, including distributors and partners. This will ensure we continue to grow while future proofing the channel. We recognize one size doesn’t fit all, that it is why it is important to create the appropriate models, support, and training for our specialized channel, even extending our HR functions like training and recruitment. By training and enabling our current relationships to focus on their strengths and our joint plans, we ensure a successful future both for Check Point and our partners. Key specializations include core, advanced threat, and cloud along with traditional specialties like services only and MSSP.

Check Point is a 100% channel company. Most of our business is channel led, with a minority being Check Point-led but fulfilled by partners.