Checkpoint appoints Texonic as national disti

Chennai: Check Point Software Technologies, which has been known as a vendor with a focus on the enterprise segment, has now decided to tap the Indian SMB customer vertical. To do this effectively it has recently tied up with Texonic Instruments to act at its national distributor for this initiative. This aside, the company has national distributors like M-Virtual Tech and Inflow Technologies.

Said Bhaskar Bakthavatsalu, Country Manager, India and SAARC, Check Point Software Technlogies "Texonic Instruments has the experience, they have creditability in the market, and their way of working is actually that of a value added distributor. As a vendor, we don't have a huge team which will be able to reach out to so many SMB customers so having the right partner will help us position our products well in this growing vertical."

Bharat Boovaiah, Head-Checkpoint Products, Texonic Instruments said that the company is thrilled to deal with Checkpoint range of products. He pointed out that very few security solution providers have the kind of end-to-end solutions that Checkpoint has.

"We have pretty good experience in selling hardware and Checkpoint has placed its products aggressively in the market through aggressive pricing. We know our target markets due to our experience in distribution and are sure we can make this product successful. We are already getting positive feedback about Checkpoint solutions from the market," Boovaiah claimed.

In an interesting modus operandi Bakthavatsalu revealed that Checkpoint will work with Texonic to induct D-Link India's regional distributors to sell its solutions to the SMB customers. He added that some regional distis like Sejutronics in Mumbai have already been signed on.

Giving reasons on why Checkpoint will work with D-Link's regional distis, Bakthavatsalu said, "Today the addressable market of these distributors is very small because they carry just a few products in their kitty. At the same time, they are well-placed in the SMB space, sell run rate business and their reach to the market is amazing, especially in the metros and smaller cities. They are also very committed to their vendors. From the day D-Link started its operations in India, they have been its distributors. All these are reasons why we want to engage with them."

However, a D-Link regional disti said on the condition on anonymity, that he had yet to be approached by either Checkpoint or Texonic. He also said that the brand's recall in the SMB channel is negligible. "It is unclear why they would have Texonic to just work with regional distis when they already have other national distis in place. They will have to outline very clearly to the regional distis about the Texonic alliance and the benefits that regional distis will get if they associate with Texonic to get us enthusiastic about the proposal."