CHECK POINT READIES SMALL-BIZ PROGRAM
This spring, Check Point Software Technologies plans to roll out a channel program for solution providers serving small businesses. Redwood City, Calif.-based Check Point has traditionally targeted enterprises with its firewall and VPN products but has been trying to expand into new market segments, company executives said. "Check Point's Small Business Partner program will be a simplified program, appropriate for solution providers selling to small businesses," said Jim Lima, senior manager of worldwide channel marketing at the company. Scheduled to launch next month, the program aims to help solution providers sell the SmallOffice and Safe@ offerings for small businesses and home offices from Check Point's SofaWare subsidiary, Lima said. Program partners will be able to sell only those products, and the program will require partners to review online sales and technical training presentations. Benefits will include leads, sales tools, co-marketing opportunities and a small-business partner locator on Check Point's Web site, Lima said.
HP MAY RELAX PARTNERONE MEMBERSHIP
Hewlett-Packard is mulling plans to add another level to its PartnerOne channel program to recognize lower-volume solution providers in tertiary markets. PartnerOne currently has Platinum and Gold designations as its premium partner levels. To achieve the Platinum level, solution providers must have $75 million in annual HP sales or 15 certified HP technicians, while Gold partners must have $10 million in annual sales or five certified technicians. But Kevin Gilroy, HP's vice president and general manager of commercial channels, Americas, told solution providers at the vendor's Americas Partner Conference that HP would "review PartnerOne membership levels and explore creating another level," and he promised to have a decision by May 1. Longtime HP and Compaq Computer solution providers in smaller markets have complained that the membership sales requirements are too high. Gilroy, however, said about 70 partners have stepped up to Gold since PartnerOne launched Nov. 1, and about 400 North American solution providers are now Gold or Platinum.
CISCO, YAHOO TEAM ON NETWORKING SOLUTIONS
Cisco Systems has launched a solution center on the Yahoo Small Business portal. Called the Cisco Solution Center, the site is designed to give small companies insight into how various industries are leveraging networking and Internet solutions to foster business growth, maintain security, raise productivity, improve customer satisfaction and lower costs. The center highlights industry backgrounds, networking technology, business challenges and case studies to help small companies better understand different verticals. It also showcases solutions from IBM, Expanets and others that use Cisco networking products and services. Vertical markets covered include financial services, health care, the public sector, professional services, education, hospitality, manufacturing, retail, transportation and wholesale. The center also features the Cisco Internet Business Roadmap tool, designed to help small businesses select e-business solutions and networking technologies that best fit their needs. With the tool, small companies can complete an online business and technology assessment in only 15 minutes, according to Cisco. |
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