New Incentives

During CPX 360, Check Point is announcing a new customer rebate. A massive focus for Check Point is going to be around driving selling beyond the firewall, Waters said.

“This is around driving new business,” he said. “We’ve got endpoint, security access, email and cloud. And we’ve got this great install base globally of 100,000 customers. So we’ll continue to sell firewall in there and do those renewals, and everything that our customers expect. But we need to sell new business; we need to bring in new customers.

So we’re extending our internal compensation models to focus more on new business. We’re creating a couple of buckets where they’re going to continue to focus on the network and renewals, but you’re going to see more and more emphasis on our internal compensation plans to ensure that we go beyond the firewall. And at the same time we’re doing the same thing with our partners. So we’re going to be offering them more rebates for new customers and growth pillars.”