Partner Program Check Point

Partner Program
Check Point
Junior, A. C. Aguiar
Security Product Manager
[email protected]
Agenda
Partner Program – O que é?
Benefícios
Requisitos
Revisão de CCSP
Mapeamentos de Oportunidades
Partner Program
O que é?
• Best of breed offering
• Attractive margins
• Sales and technical
knowledge
• Marketing support
Check Point investment
Partner Program (Plano de Canais)
Platinum
Gold
Silver
Bronze
Partner commitment
• Educate the sales force and the technical staff
• Offer and market Check Point Pure security offering
Benefícios
Benefícios
Partnership
Platinum
Gold
Silver
Bronze
√
√
-
-
√
√
√
√
√
√
√
-
Sales
Lead Sharing
Access to Incentive Program when
Available
Demo Units and in-house NFR Products
Platinum
√
Gold
√
Silver
√
Bronze
√
√
√
√
√
√
√
√
√
Marketing
Platinum
Gold
Co-op Funds Accrual or Marketing Funds
4%
3%
Eligible for Co-op Reimbursement on
Periodic Authorized Activities
75%
50%
Silver
Marketing
funds,
regionally
defined
Bronze
Marketing
funds,
regionally
defined
Eligible to Participate in Promotional
Campaigns (Sponsored by Corporate
Marketing)
√
√
-
-
*Priority Listing
√
√
√
√
√
-
-
Assigned Channel Manager
Monthly Technical and Marketing Updates
via e-News
Ability to have CCSP Specialization
Partner Locator Listing
Eligible for Consideration to Join the
Partner Advisory Council
Requisitos
Requisitos
Partner Profile
Platinum
Gold
Silver
Bronze
Focus on security
Primary
>33% or >$1M
Primary
>20% or >$1M
Low to Medium
Vertical markets
Market Leadership
Top 20% partners
Top 20% partners
Security Vendor
Reseller SMB
Product portfolio
Full
Majority
Product lines >1
Product lines >1
Check Point on www
Pure Banner
Pure banner
2 clicks logo
2 clicks logo
Pipeline forecast
√
√
-
-
Marketing Activities
6
3
1
-
Demo Units (Appliances)
Must
Must
-
-
marketing plan
√
-
-
-
Attend CPX
√
√
-
-
Sales & Marketing
Requisitos (Continuação)
Certification
Platinum
Gold
Silver
Bronze
Sales certification
>80%
>50%
>2
>1
Technical certification
>= 5 CCSE
>=1 CCMA
>=3 CCSE
Pelo menos 01
-
Data security certification
>2
>1
-
-
√
√
√
Business Profile Update
√
Ferramenta para Revisão Anual
Partner Dashboard
Provide up-to-date
information for the
performance review process
Oct. 10, 1999
Processo para Revisão e Certificação
Start
Mid Year
Review
Partner
qualification per
program
requirements
Does not meet
requirements
Meets requirements
Certify
Will not achieve requirements
Within 6 months
Partner
Review(*)
Update partner
level
Update System &
Notify Partner
Will achieve requirements
Within 6 months
Maintain level
(*) Bronze and Silver partners – Regional Director
Distributor and gold partners - VP Sales
Platinum partners – VP Field Operations
Revisão de CCSP
(Aptidão para Suporte)
Programa de Suporte da CKPT (CCSP)
1st line support from CCSP
Back line support from Check Point
Access to SecureKnowledge – now also for customers
Prioritization of issues – Severe issues get handled immediately
Visibility – the CCSP, Customer can see an issue’s status in SecureTrak
Check Point commits explicitly to Service Level Agreements (SLAs)
Requisitos para obter certificação
CCSP
Availability
Staffing
365/24/7, 4hr response, 30min for Severity 1 issues
The ability to send support engineer onsite within 48 hrs
Minimum 2 and up CCSEs (depending on total installed base)
Trained on current major release and supported versions
First Line
Operations
Ability to solve 75% of first line support requests
Escalation
Process
Submitted by CCSE only (exception for Severity 1)
Certification
Access to test equipment and simulation environments
Follow Check Point TAC diagnostic, troubleshooting guidelines
Must pass annual review and audit process
Performance metrics submitted to Check Point upon request
Mapeamento de
Oportunidades
Mapeamento de Oportunidades
Informações a serem preenchidas e enviadas ao distribuidor:
1. Distribuidor;
2. Cliente final;
3. Em que fase estamos do projeto (apresentação, homologação,
entrega de proposta, negociação, fechamento, pedido fechado…);
4. Solução ofertada (lista de produtos e Part Numbers contendo
CES escolhido);
5. Offer ID (se tiver);
6. Account ID (se tiver);
7. Informações da concorrência (Qdo estas existirem);
8. Caso seja edital, informações do mesmo;
9. Previsão para término do processo;
10. Breve histórico do processo.
FOCO – Aprender a dizer “não”
Equipe pequena; Ajuda maior dos Distribuidores
Atendimento direto a Platinum e Gold
– Business Plan feito com a CP
Silver e Bronze – Atendimento pelo Distribuidor
– Business Plan feito com o Distribuidor
Maior capacitação dos distribuidores – Extensão da
equipe Check Point
Vale tanto para CMs e SEs
Plano de Canais Governo (Ex.: Editais)
Três Cenários
RFP escrita para Check Point: Renovação e Upgrades
– Mapeamento e Apoio total ao Prime
RFP escrita tanto para Check Point como para outros
Vendors – Aberta
– Teremos mais de um canal no BID levando em conta o trabalho
e “custo” interno de cada um
RFP escrita para concorrentes
– Preço e descontos a qualquer canal Check Point
Obrigado!!!
Junior, A. C. Aguiar
Security Product Manager
[email protected]
+55 11 5186.4316
+55 11 9655.6250
PartnerMAP
Rodrigo Ferrari
Security Product Manager
[email protected]
PartnerMAP
Sales Tools – Pricing / Promotions
Products
Support
Searching Tool
Coop
Quoting Tool
Obrigado!!!
Rodrigo Ferrari
Security Product Manager
[email protected]
+55 11 5186.4371
+55 11 8235.8415