Partner Program Check Point. Junior, A. C. Aguiar Security Product Manager

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Raíssa Vilanova Brunelli
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1 Partner Program Check Point Junior, A. C. Aguiar Security Product Manager

2 Agenda Partner Program O que é? Benefícios Requisitos Revisão de CCSP Mapeamentos de Oportunidades

3 Partner Program O que é?

4 Check Point investment Partner Program (Plano de Canais) Best of breed offering Attractive margins Sales and technical knowledge Silver Gold Platinum Marketing support Bronze Partner commitment Educate the sales force and the technical staff Offer and market Check Point Pure security offering

5 Benefícios

6 Benefícios Partnership Platinum Gold Silver Bronze Assigned Channel Manager - - Monthly Technical and Marketing Updates via e-news Ability to have CCSP Specialization - Sales Platinum Gold Silver Bronze Lead Sharing Access to Incentive Program when Available Demo Units and in-house NFR Products Marketing Platinum Gold Silver Bronze Co-op Funds Accrual or Marketing Funds 4% 3% Marketing funds, Eligible for Co-op Reimbursement on 75% 50% regionally Periodic Authorized Activities defined Eligible to Participate in Promotional Campaigns (Sponsored by Corporate Marketing) Marketing funds, regionally defined - - Partner Locator Listing *Priority Listing Eligible for Consideration to Join the Partner Advisory Council - -

7 Requisitos

8 Requisitos Partner Profile Platinum Gold Silver Bronze Focus on security Primary >33% or >$1M Primary >20% or >$1M Low to Medium Vertical markets Market Leadership Top 20% partners Top 20% partners Security Vendor Reseller SMB Product portfolio Full Majority Product lines >1 Product lines >1 Check Point on www Pure Banner Pure banner 2 clicks logo 2 clicks logo Sales & Marketing Pipeline forecast - - Marketing Activities Demo Units (Appliances) Must Must - - marketing plan Attend CPX - -

9 Requisitos (Continuação) Certification Platinum Gold Silver Bronze Sales certification >80% >50% >2 >1 Technical certification >= 5 CCSE >=1 CCMA >=3 CCSE Pelo menos 01 - Data security certification >2 >1 - - Business Profile Update

10 Ferramenta para Revisão Anual Partner Dashboard Provide up-to-date information for the performance review process Oct. 10, 1999

Processo para Revisão e Certificação Start Mid Year Review Partner qualification per program requirements Does not meet requirements Partner Review (*) Will not achieve requirements Within 6 months

11 Processo para Revisão e Certificação Start Mid Year Review Partner qualification per program requirements Does not meet requirements Partner Review (*) Will not achieve requirements Within 6 months Update partner level Update System & Notify Partner Meets requirements Will achieve requirements Within 6 months Certify Maintain level (*) Bronze and Silver partners Regional Director Distributor and gold partners - VP Sales Platinum partners VP Field Operations

12 Revisão de CCSP (Aptidão para Suporte)

13 Programa de Suporte da CKPT (CCSP) 1 st line support from CCSP Back line support from Check Point Access to SecureKnowledge now also for customers Prioritization of issues Severe issues get handled immediately Visibility the CCSP, Customer can see an issue s status in SecureTrak Check Point commits explicitly to Service Level Agreements (SLAs)

14 Requisitos para obter certificação CCSP Availability 365/24/7, 4hr response, 30min for Severity 1 issues The ability to send support engineer onsite within 48 hrs Staffing Minimum 2 and up CCSEs (depending on total installed base) Trained on current major release and supported versions First Line Operations Ability to solve 75% of first line support requests Access to test equipment and simulation environments Escalation Process Submitted by CCSE only (exception for Severity 1) Follow Check Point TAC diagnostic, troubleshooting guidelines Certification Must pass annual review and audit process Performance metrics submitted to Check Point upon request

15 Mapeamento de Oportunidades

16 Mapeamento de Oportunidades Informações a serem preenchidas e enviadas ao distribuidor: 1. Distribuidor; 2. Cliente final; 3. Em que fase estamos do projeto (apresentação, homologação, entrega de proposta, negociação, fechamento, pedido fechado ); 4. Solução ofertada (lista de produtos e Part Numbers contendo CES escolhido); 5. Offer ID (se tiver); 6. Account ID (se tiver); 7. Informações da concorrência (Qdo estas existirem); 8. Caso seja edital, informações do mesmo; 9. Previsão para término do processo; 10. Breve histórico do processo.

17 FOCO Aprender a dizer não Equipe pequena; Ajuda maior dos Distribuidores Atendimento direto a Platinum e Gold Business Plan feito com a CP Silver e Bronze Atendimento pelo Distribuidor Business Plan feito com o Distribuidor Maior capacitação dos distribuidores Extensão da equipe Check Point Vale tanto para CMs e SEs

18 Plano de Canais Governo (Ex.: Editais) Três Cenários RFP escrita para Check Point: Renovação e Upgrades Mapeamento e Apoio total ao Prime RFP escrita tanto para Check Point como para outros Vendors Aberta Teremos mais de um canal no BID levando em conta o trabalho e custo interno de cada um RFP escrita para concorrentes Preço e descontos a qualquer canal Check Point

19 Obrigado!!! Junior, A. C. Aguiar Security Product Manager

20 PartnerMAP Rodrigo Ferrari Security Product Manager

21 PartnerMAP

22 Sales Tools Pricing / Promotions

23 Products

24 Support

25 Searching Tool

26 Coop

27 Quoting Tool

28 Obrigado!!! Rodrigo Ferrari Security Product Manager

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