Check Point has launched its Small Business Partner Programme to capitalise on rising demand for security products in the SME sector.
The move looks to build on what Check Point describes as the success of its similar enterprise channel offering.
Resellers that join the scheme will benefit from lead generation activities, access to online resources, co-marketing funds, online sales and technical training.
Carol Stone, vice president of marketing at Check Point, explained that the packaged reseller support around its [email protected] range of products would be similar to the programme for enterprise-targeted lines.
"The Small Business Partner Programme is designed to give [reseller] partners targeting the small business market a similar template," she said in a statement.
Check Point has the product set for both the SME and enterprise sectors, but has never had a focused partner programme for this market, according to Mark Elsworth, marketing manager at distributor Unipalm, the vendor's EMEA Complete Solutions Partner of the Year for 2002.
"It is important to differentiate partner programmes in the enterprise and SME spaces because they need to be built around specific products," he said.
"This will be valuable to Check Point partners by offering them more relevant help from the vendor.
"The company is proactive and takes a lot of soundings from resellers and I think this move is part and parcel of feedback from resellers."
Des Lekerman, managing director at Check Point reseller Eurodata Systems, insisted that selling security to small businesses is a competitive market, with customers requiring appliance-based plug-and-play products.
He added that Check Point still needs to gear its products towards the SME sector to help resellers compete in this arena.
"There are a lot of commodity products in the SME space and customers want an appliance they switch on and that's it," said Lekerman.
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