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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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What does Check Point need to do to regain its focus on the channel?

First and foremost, it's simply working together. Partnership is not just about programs and systems and so on. It's mainly about people working together. Part of the focus is refocusing on our people every time you work with a customer or you work with a partner too. And vice versa. When we have an initiative to go and provide more solutions, let's not do it on our own. Let's call on our channels and ask for their help. And alongside that, we also will be launching new programs that do that.

What will these new programs be focused on?

The focus of these programs will be about the joint activities. In many, many programs you do with salespeople or you do with partners, everybody's focusing on the financial aspects and the end results. Guess what? When we're getting to the end results, that usually means that we've done the right job. The issue is how to get there. The issue is what should we do together. So we will be launching here the new Check Points Partner Program. That's a new method of addressing partners, not focusing on what you've achieved, but focusing on what we are doing to work together. Let's go meet new customers. Let's go meet C-levels. Let's go meet the right people. And if we do that, my assumption is that we'll have amazing results together with the partners.

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