The partner-led model helping Check Point Software to scale rapidly across emerging markets

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

“At Check Point Software, our channel strategy is built on a simple principle: our success is directly tied to our partners’ success. As a 100% channel-driven organization, every engagement is partner-led, and we are continuously evolving our programs to enhance both performance and profitability. A key driver for us has been the New Generation Partner Program (NGPP), where we simplified tiering from six to four levels, improved pricing transparency, and introduced stronger incentives such as backend rebates, SPIFFs, and deal protection. In parallel, we are enabling partners to shift toward higher-value services, including managed security and recurring revenue models. With India’s cyber security market growing exponentially, partners that align with AI-powered, prevention-first platforms and outcome-based services are best positioned to drive long-term profitability.

MARKET EXPANSION

Expanding into Tier 2 and Tier 3 markets is a key priority for us, driven by both rising cyber risk and accelerating digital adoption beyond metropolitan areas. Our channel ecosystem plays a central role in addressing this opportunity. We are working closely with MSPs and regional partners to deliver simplified, scalable, and AI-powered security solutions tailored for these markets. Our Hybrid Mesh Network Security solutions enable zero-touch deployment, remote management, and enterprise-grade protection without requiring extensive on-site expertise.

At the same time, we are investing in partner enablement —through training, local support infrastructure, and go-to-market collaboration— ensuring partners can effectively address local customer needs. This partner-led model allows us to scale rapidly across emerging markets while helping partners unlock new revenue streams and establish themselves as trusted advisors in underserved regions.”