Security software maker Check Point is to cut the number of resellers it works with in the UK while increasing its sales through distributors.
The company, which only sells through the channel in the UK, currently works with 12 Premier Partners and 65 Authorised Resellers, but wants to reduce this to 10 and 40 respectively.
Tariq Ahmed, UK channel manager at Check Point, said the move would help the vendor strengthen its relationship with those resellers that sell high volumes, and to increase its focus on distribution.
"We are trying to build on the excellence of the partners that are doing high volumes of business with us and at the same time grow our [one-off sales] business through distribution," he said.
"If a reseller's customer wants a Check Point product they can buy via distribution."
Check Point currently works with Allasso, Unipalm, Westcon and Azlan.
David Ellis, director of e-security at Unipalm, Check Point's current Complete Solutions Partner of the year EMEA, said: "This is good channel management because they can reward those resellers who invest in developing the market."
Despite Check Point's imminent channel cull, the vendor has just named security reseller Cisilion as an Authorised Value Add Solution Provider Partner, which is the first level of accreditation. This gives Cisilion access to more resources as well as leads generated by the vendor.
Chris Jenkins, product marketing manager at the Cisco-focused reseller, said customers were demanding security products to work alongside Cisco networking products.
Cisilion has recently taken up Cisco's security specialisation and strengthened its offering as a result. Nokia and Clearswift are the company's latest two security vendor partners, and others are in the pipeline.
"We needed to add Check Point to our portfolio because our customers were demanding it," said Jenkins.
Jenkins added that Check Point's decision to cut its channel would pay dividends. "It's all very well being accredited, but do resellers have the skills and customers to make good sales?" he said.
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