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Check Point CEO Shwed On Hiring Frank Rauch, Why Mobile Security Is Overlooked, And The 'Need To Do Much, Much Better' With The Channel

Gil Shwed dishes to CRN on rewarding partners for joint activities rather than results, why the industry must focus on prevention instead of detection, and the potential for handling cloud fulfillment through a self-service model.

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Why did you bring Dan Yerushalmi and Frank Rauch (pictured) over to Check Point?

We have plenty of opportunity to grow our go-to-market strategy. The market opportunity is huge, and the more we do, and more we'll get. When I brought Dan to Check Point, he was brought in May to start heading strategic sales and finding ways to expand. And then he was promoted to the chief customer officer, which is a position we didn't have before but it's taking over all the customer and sales aspects of the company, which I think is the right move. With Frank, I think we realized that we've built this business on the partner community and on channels, and we realized that we need to do much, much better there. We need to regain our focus on the channel. We need to regain the channel's attention to what Check Point has to offer, and that calls for somebody very senior that understands that environment and dedicates all their time to make that happen. So that's why we brought on Frank.

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