Security business

The IT security market in the Middle East has continued to grow because of a number of factors. Coskun Goktan, country manager, Check Point Turkey and GCC talks about the company’s initiatives and how the company is assisting partners to grow their business in the regional IT security segment.

Tags: Check Point (www.checkpoint.com)
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Security business
By  Manda Banda Published  May 28, 2012

The IT security market in the Middle East has continued to grow because of a number of factors. Coskun Goktan, country manager, Check Point Turkey and GCC talks about the company’s initiatives and how the company is assisting partners to grow their business in the regional IT security segment.

CME: What has been Check Point’s channel focus for the Middle East market?

CG: Check Point has been active in the Middle East market for more than 10 years. During that period, we have always worked with selected value added partners and brought the best security technology to our customers through our strategic channel partnerships.

CME: In your view, has the IT distribution segment recovered from the economic upheaval of three years ago?

CG: Some IT segments and vendors experienced challenges three years ago. I believe the IT security business and specifically Check Point has continued to be very active during this time. We observed that our customers set a high priority for keeping the correct security infrastructure and executed successfull projects.

CME: More vendors are looking to work with value-add distributors in the Middle East. How is Check Point engaging with its distributors in the region?

CG: There are several topics that our value added partners provide to the channel marketplace. Our requirements from our distribution partners are beyond the basic finance and logistics services. For example, knowledge transfer is extremely important in the dyamnic IT security environment.

CME: Where will your growth come from and what will drive that growth for Check Point this year?

CG: As a global provider of IT security solutions, Check Point is growing both worldwide and in the Middle East region. From a gateway perspective, we provide six basic security technologies in majority of our projects, which are Firewall, VPN, IPS, URL Filtering, Application Control and DLP. The engine behind these technologies is our 3D security vision where we combine policy, people and enforcement for unbeatable protection.

CME: Briefly explain your geographical coverage plan for the Middle East region and other emerging markets?

CG: Our regional office in Turkey is responsible for 20 countries in the Middle East, where the GCC region is a key focus. We are part of the Asia, Middle East and Africa territory within the Check Point organisation.

CME: Which verticals is Check Point targeting in the region?

CG: Check Point introduced a new concept of security power last year, which is a new benchmark metric that allows customers to select security appliances by their capability to handle real-world network traffic, multiple security functions and a typical security policy.

CME: How strong is the Check Point brand in the Middle East IT security channel?

CG: Check Point is an exceptional vendor that prioritises channel partners for marketing cycles. We work 100% through channels and we keep this fact for planning and executing our marketing cycles as well. So in most cases, our channel partners are leading where the Check Point team is providing the necessary support.

CME: What are some of the challenges that your channel partners are experiencing at the moment in the Middle East?

CG: The basic model of Check Point is the same everywhere, where our channel managers and technical consultants are in the field, together with our channel partners to solve issues case by case. We are committed to supporting our partners for all their needs on a sustainable basis.

CME: Does Check Point have a partner programme for all its channel partners in the Middle East region?

CG: Our partner programme is transparent and presented on our Web portal. We developed the optimum ecosystem of market leading technology and channel partners where our partnership is not on commercial basis only, security business by nature requires significant technical competence, to be combined with commercial plans.

CME: Major security vendors have been losing market share to start-ups. Have you been affected by this here in the Middle East?

CG: Losing market share to start ups could be more relevant to non focused vendors that provide security solutions next to another core business. This is true for different markets as well, if a focused vendor comes up to compete with a tactical solution, customers may see the impact and notice the difference.

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