Co-selling leads to increased revenue and hundreds of new customers
According to Itai Greenberg, who is the Head of the Cloud Security Business Unit at Check Point, co-selling with Microsoft has led to concrete results. “Since we started co-selling with Microsoft, our revenue has gone up 150%, and we have won new business with 800 prominent new customers, including Denham Capital.”
Co-selling also helps Check Point close deals more quickly. “It helps to speed up the sales cycle when we jointly go in to customer accounts together,” Meyer said. “Customers see the benefits of Microsoft Azure or Office 365. They get that. But they’re also hearing from Microsoft about the benefit of the Check Point relationship from Microsoft’s perspective. Likewise, we reiterate the same thing. Here’s the benefits you get from Check Point and the benefits you get from a joint Check Point-Microsoft solution. Customers really resonate with that, and it is helping to accelerate our sales process.”
Having a strong co-sell relationship with Microsoft means that Check Point can stay up to date on new developments with Microsoft products and services, Meyer said. “It allows us to stay in sync with respect to releases and additional functionality, and we can start to look at ways of developing our capabilities and our software to delve into areas that our customers are really concerned about.”
Check Point and Microsoft impress Denham Capital with joint approach
One customer that benefitted from Check Point and Microsoft’s co-selling approach was global energy and resources private equity firm Denham Capital. According to Meyer, Denham Capital was looking for a logical way to augment its on-premises data center with a cloud-enabled infrastructure so it could achieve more of an ability to respond to developments in real time but at the same time lower its overall IT spend.
“They actually brought Check Point and Microsoft together to sit down and architect a cloud solution for them that incorporated not only all the different networking elements that were required, but also the same security that they were comfortable with,” Meyer said. “They wanted to bring that into a cloud-enabled infrastructure and do it seamlessly so that they could start migrating more of their workloads and eventually become just a cloud infrastructure organization.”
Meyer said Denham Capital was pleased not only with the solution that Check Point and Microsoft produced, but also with the co-selling approach the two companies employed. “Denham Capital has been exceedingly pleased with the level of interaction between the Microsoft and Check Point teams, to be able to sit together and look at the problem from a customer perspective, and come up with a very elegant solution. They have since rolled out the solution, and actually now they’re on pace to completely move off of their premises-based infrastructure into an Azure/Check Point secure Azure cloud environment.”
Meyer said that collaboration between Check Point and Microsoft has helped them develop a more intelligent approach to selling that he looks forward to continuing to utilize. “The level of engagement we have with Microsoft reps and counterparts across the various regions helps us to do more account mapping, look for better opportunities, and be smarter as we go to market,” he said.