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Q&A: Check Point Sales Chief On A Big Business Realignment And Competing Against Palo Alto Networks

Sarah Kuranda

What changes have you made since you came on board in August?

Strategically, it's a pretty simple algorithm for us. It's a very high-growth market – an extremely high-growth market – and every customer is underinvested and wants to talk to us about it. So, for me, it's all about increasing coverage and capacity. When you think of coverage, it means having feet on the street and having people working with our partners, working through our partners, and working directly with customers in a high-touch model. It's just about creating much more market demand and visibility for our solutions sets – not just the traditional firewall and next-generation firewall, but everything that we do – and getting the word out there … Then, when I talk capacity: the sales capacity is a combination of coverage and people, process, segmentation, better analysis, better alignment of our go-to-market to verticals, industries, segmentation – global, large strategics, the enterprise and the commercial space. It's just about better aligning ourselves with partners and through partners to these specific market segments, and not just aligning products to it.

 
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