Channel-Led Defense in a Cloud-First World

From tier-3 towns to Cloud corridors, Check Point isn’t just selling security, it’s scripting a partner-led cyber uprising. With AI tools, MSSP playbooks and boots- on-ground training, it’s turning local allies into India’s frontline cyber guardians

- BHARTI TREHAN

In cybersecurity, strong channel partnerships are key to scale and relevance. Check Point Software Technologies, a fully channel-driven company, is doubling down on this approach. Manish Alshi, Senior Director — Channels & Alliances, India & South Asia, shares how Check Point is fueling growth through partners, adapting to tech shifts, and addressing the evolving needs of Indian enterprises and SMBs.

Check Point’s channel-centric growth in the last year

In 2024, we sharpened our focus on enterprise customer retention while expanding into Cloud security and endpoint protection. Powered by our Infinity platform, we delivered unified, intelligence-driven security services.

With a partner-led GTM approach, we added 300+ new customers— many from previously untapped regions. This channel-driven expansion played a key role in our geo-growth strategy.

We also scaled local operations, growing our India sales team to 130, expanding our TAC and shared services in Bengaluru, and launching a new R&D centre—cementing India’s role as a core innovation hub for Check Point.

Reimagining the partner programme

We've always been channel-first. By reducing partner tiers from six to four and introducing specialisations across network, endpoint, and Cloud security, we've made it easier for partners to ramp up and address evolving customer needs.

Enablement has been a priority—free certifications by tier, regular sales and pre-sales training, and increased MDF and coop funds are helping partners drive demand and stay ahead.

Expanding in tier 2 and tier 3 markets