Monday Morning Impact – May 28

Check Point Expands Channel Program with Pay-As-You-Go Initiative

Check Point Software, a San Carlos, California-based security vendor, has introduced two new elements to its global partner program.

The company’s new CloudGuard Pay-as-You-Go incentive is a program through which partners can register their customers’ purchases of Check Point CloudGuard solutions made via the AWS and Azure marketplaces, and receive direct long-term rewards for both the initial sales opportunity and for ongoing engagement with customers of cloud security solutions.

Check Point is also introducing its new “Engage” mobile app for partners, which provides faster access to expert resources and support. Partners can also use the app to record their sales-focused activities, and receive a direct link to relevant promotions and partner benefits.

“At the start of this year, our CEO Gil Shwed said ‘It’s time to reinvest in our partners,’” said Frank Rauch, Check Point’s Head of Worldwide Channels. “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 recognizing partners’ long-term investments in customers embracing the cloud model.”

Legacy aspects of Check Point’s “Engage” partner program, which was rolled out earlier this year, include dedicated account teams, enhanced sales tools and market development funding, demand creation/marketing activities, and advanced sales and product training.

Channel Impact^®
Both announcements will likely help to improve the sales efficiency of Check Point’s channel partners, both in terms of increasing sales as well as in terms of streamlining sales operations – particularly for partners who are not already using a CRM System.

New Report Reveals Significant Software Gaps for Operations Departments

A new survey of 200 operations executives found that 62 percent have wanted to submit an application request to IT but have decided against it because they know IT departments are under-resourced and the request would take too long. The survey also showed that an inability to work with IT leaves them doing nothing or turning to other options, which often create additional problems for the employer.

According to the report from Denver-based TrackVia entitled, “Giving Up on Digitization Initiatives: A Survey of Operations Executives,” 50 percent of operations executives say that it takes six months or more for IT to consider their request for an application. Of those projects that get approved, 58 percent say it takes an additional six months for IT to develop, test, and deploy their application, and 3-4 weeks (52 percent) for subsequent changes to be made.

This year-long wait for the software needed to digitize manual processes has left operations without viable alternatives. The survey found 58 percent continued manual processes in the absence of working with IT, preventing them from accelerating performance and controlling costs.

Forty-six percent of operations executives decided to digitize without IT, creating yet another set of problems, such as compromised security and inability to access, use, and share data across departments. Of those who chose off-the-shelf solutions, one-third were disappointed by additional professional services costs, lack of customization, and a shortfall of mobile capabilities.

“Common digitization projects are laden with roadblocks, driving most right back to where they started – [with] manual processes,” said Walker Fenton, senior vice president of product at Trackvia. “We call the frustration that exists between manual processes and solutions like off-the-shelf software and legacy systems the ‘I Give Up Gap.’”

Sixty-two percent of operations executives say their core systems make it difficult to digitize processes. The report shows 90 percent of operations executives have to augment their core systems by turning to manual methods, such as downloading data to spreadsheets in order to manipulate, analyze and share the data.

Channel Impact^®
The survey shows the impact of under-resourced IT departments and legacy systems on digitization.

Intermedia Adds Co-Branding Option to its Reseller Program

Intermedia, a Mountain View-based UCaaS and collaboration provider, has launched a new co-branding option for partners selling its Intermedia Unite product line.

Unite offers an all-in-one business phone and communications system with integrated web and video conferencing, team chat, file sharing and backup.

To date, the channel has been able to partner with Intermedia as either a Private Label Reseller (PLR) or a commissioned Advisor. With the addition of the co-branded option to the reseller model, Managed Service Providers (MSPs) and other members of the channel community have more flexibility to leverage their own brands.

The expanded go-to-market reseller program allows partners to own the entire customer relationship under either the existing Private Label option, which utilizes the partner’s brand, or the new Co-Branded option that leverages Intermedia’s brand.

Partners sell the service, set their own margins, and handle billing and support, while Intermedia provides customizable marketing materials, sales support, Tier 2 and Tier 3 technical support, taxation management, etc.

Under the agent model, partners help Intermedia close the sale, while the vendor provides all of the sales, marketing, technical, and billing support.

“Most of our competitors only sell under an agent model, which limits the partner’s revenue opportunity and growth potential,” said Intermedia CEO Michael Gold. “Our Reseller model puts the power in the hands of the partners by allowing them to own the customer relationship, set their own pricing and margins, build more value in their business, and chart a more predictable future. Our Private Label partners have been realizing these benefits for years, and now with the new Co-Branded reseller option, partners that have been hesitant to sell under their own brand can now experience these same revenue-building benefits by selling alongside the name and credibility of the Intermedia brand.”

The company claims more than 120,000 business customers and 6,600 active partners.

Channel Impact^®
The new program offers more flexibility for partners to fully manage their customer relationships while leveraging the vendor’s brand.