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Agenda
Partner Program – O que é?
Benefícios
Requisitos
Revisão de CCSP
Mapeamentos de Oportunidades
Partner Program
O que é?
Partner Program (Plano de Canais)
Bronze
Gold
Platinum
Silver
• Educate the sales force and the technical staff
• Offer and market Check Point Pure security offering
Partner commitment
Ch
eck P
oin
t in
vestm
en
t
• Best of breed offering
• Attractive margins
• Sales and technical
knowledge
• Marketing support
Benefícios
Partnership Platinum Gold Silver Bronze
Assigned Channel Manager √ √ - -
Monthly Technical and Marketing Updates
via e-News √ √ √ √
Ability to have CCSP Specialization √ √ √ -
Sales Platinum Gold Silver Bronze
Lead Sharing √ √ √ √
Access to Incentive Program when
Available √ √ √ √
Demo Units and in-house NFR Products √ √ √ √
Marketing Platinum Gold Silver Bronze
Co-op Funds Accrual or Marketing Funds 4% 3% Marketing
funds,
regionally
defined
Marketing
funds,
regionally
defined
Eligible for Co-op Reimbursement on
Periodic Authorized Activities 75% 50%
Eligible to Participate in Promotional
Campaigns (Sponsored by Corporate
Marketing)
√ √ - -
Partner Locator Listing *Priority Listing √ √ √
Eligible for Consideration to Join the
Partner Advisory Council √ √ - -
Benefícios
Requisitos
Requisitos
Focus on security
Market Leadership
Demo Units (Appliances)
Check Point on www
Sales & Marketing
Pipeline forecast
Marketing Activities
Product portfolio
Vertical markets
Reseller SMB
2 clicks logo
-
Bronze
-
-
Product lines >1
-
Low to Medium
Security Vendor
2 clicks logo
-
Silver
-
1
Product lines >1
-
Primary
>20% or >$1M
Top 20% partners
Pure banner
√
Gold
Must
3
Majority
-
Primary
>33% or >$1M
Top 20% partners
Pure Banner
√
Platinum
Must
6
Full
√ marketing plan
Partner Profile
Attend CPX - - √ √
Requisitos (Continuação)
Business Profile Update
Sales certification
Technical certification
>1
-
-
√
>2
Pelo menos 01
-
√
>50%
>=3 CCSE
>1
>80%
>= 5 CCSE
>=1 CCMA
>2
Data security certification
√ √
Bronze Silver Gold Platinum Certification
Ferramenta para Revisão Anual
Oct. 10, 1999
Partner Dashboard
Provide up-to-date
information for the
performance review process
Processo para Revisão e Certificação
Partner
Review(*)
Partner
qualification per
program
requirements
Meets requirements
Does not meet
requirements
Certify
Will achieve requirements
Within 6 months
Maintain level
Will not achieve requirements
Within 6 months
Update partner
level
Update System &
Notify Partner
Mid Year
Review
Start
(*) 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
First Line
Operations
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
Ability to solve 75% of first line support requests
Access to test equipment and simulation environments
Escalation
Process
Submitted by CCSE only (exception for Severity 1)
Follow Check Point TAC diagnostic, troubleshooting guidelines
Certification 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
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
Plano de Canais Governo (Ex.: Editais)
Junior, A. C. Aguiar
Security Product Manager
+55 11 5186.4316
+55 11 9655.6250
Obrigado!!!
PartnerMAP
Sales Tools – Pricing / Promotions
Products
Support
Searching Tool
Coop
Quoting Tool
Rodrigo Ferrari
Security Product Manager
+55 11 5186.4371
+55 11 8235.8415
Obrigado!!!
