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

Sarah Kuranda

How do you think these steps will position you to avoid a sales hiccup like Palo Alto Networks in their last quarter?

One of our competitors that faltered the other week, when I was reading through the analyst reviews one of the comments that were made was that they had overcomplicated segmentation and go-to-market. Certainly that is not our objective … If you go back to your MBA class, a well-run company isn't just successful because there is topline growth through inordinate investments elsewhere … We are focused on creating a profitable business with deep pockets that gives us the capacity to invest in development and react quickly to market inflections. That is the right strategy and what we are doing in our development group … On top of that, we want to grow our sales capacity and sales force, so grow SG&A, but not do it in a way that is going to disproportionally hit our profitability. Customers, when they are looking to make large-scale investments, more and more they are looking for companies that are going to be around for a while and will be there for the long run … That's the difference with us. We are more of the "Steady Eddie" with our growth. If you look at the last two quarters, you will see that our growth has scaled dramatically and surpassed some of our competitors. My attempt is to maintain that bar. I want to maintain that high growth and structure. Why? Because I think we have the market share to grow and competitive market share to take back.

 
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