Partner Feedback

CF: What’s the latest in terms of partner feedback and what do they want from Check Point in 2022?

FR: What Check Point partners want is what they’ve always wanted, but it’s been exacerbated a little bit by our competitors’ behavior. They want predictability. They want fair margins. They want good field alignment. They want excellence in business planning. And they want a tool set that allows them to be able to serve customers, but also to be able to lower the cost of sales and increase win rates.

You can dress these partner programs up any way you want. And I think it’s dangerous because you get more enamored with the PowerPoint rather than the reality. What we’re focused on is the reality right now. And that’s just predictable profitability, solid deal registration, lower cost of sales with enhanced whitespace, and our channel marketing and funding. And, of course, the best technology that our partners and our customers can trust and stand behind. I don’t want to oversimplify it, but I think it’s getting back to a time when … simplicity was valued more than complicated programs. I think we’re getting back there.