Leveraging the partner ecosystem to expand across the SMB and MSME landscape

MANISH ALSHI
SENIOR DIRECTOR, CHANNELS & ALLIANCES, INDIA & SOUTH ASIA, CHECK POINT SOFTWARE TECHNOLOGIES

“Check Point follows a 100% channel-driven go-to-market strategy in India, making our channel ecosystem fundamental to our overall business performance. Our partners—including resellers, systems integrators, MSSPs, and ISVs—serve as a critical extension of our organization, ensuring that every customer engagement is backed by deep domain expertise and localized support.

EXPANSION & INVESTMENTS GO HAND IN HAND

In 2024, we introduced the New Generation Partner Program, a strategic overhaul aimed at accelerating deal closure rates, simplifying processes, and aligning partner benefits with their investment. By reducing partner tiers from six to four and enabling specialization in key solution areas, we’ve enhanced partner agility and improved responsiveness—both of which directly support our goals of faster customer acquisition and deeper market penetration. Partner enablement remains central to our strategy. From certifications and technical training to real-time tools like the Check Point Engage App, we equip partners to deliver value at scale.

Our physical investments in India—such as new offices in Bengaluru and Mumbai, and the first APAC R&D center in Bengaluru—further reinforce our commitment to empowering local partners and driving innovation. Our ecosystem currently includes over 600 partners, and we aim to grow this number to over 700 by the end of 2025. We are working closely with Managed Service Providers (MSPs) to deliver simplified, scalable security solutions. Our Quantum Spark 1900 and 2000 gateways, built specifically for SMBs, bring AI-powered threat prevention and automated management to the doorstep of smaller businesses, eliminating the need for extensive on-site support.”