How often does the Founder and CEO of a high tech company come out of the gate with a 100% channel strategy? And how often does that same founder remain steadfast in that strategy, year after year, for 27 years, while taking the company public and driving consistent profitable growth? Frank Rauch is the head of Worldwide Channel Sales at this very cybersecurity firm, Check Point Software. For most of us channel chiefs, we drool at the thought of a 100% channel strategy where no deals go direct. Frank shares the benefits and challenges of their channel strategy. Learn how he rebuilt and refreshed their partner program to continue driving partnerships, growth, and profitability with all sales going through the channel.
Check Point’s commitment to the channel is truly incredible. Here are a five examples how you can replicate that commitment:
- Hold the line on not selling direct. Even with the largest financial institutions around the world who will say “you know, we don’t need a partner, we don’t want a partner, we won’t do business that way, either sell direct or don’t sell at all.” Check Point has always held the line and sold through a partner.
- Convert all your customers over to a partner. When Check Point acquired Dome9, they had a problem. Dome9 had several hundred direct customers. So they converted every one of those customers over to a partner, in probably less than 30 days.
- Don’t pay any differently on a partner-led deal versus a collaborative co-sell deal versus a fulfillment deal. Pay a premium for new logos, but don’t spend the time arguing over the level of partner involvement. The metrics are never all that clear anyway
- Just because you’re 100% channel, don’t expect that you will eliminate all of the conflict. Check Point continues to train their people and have rules of engagement so people are choosing the right partner for the right reason.