Cyber security firm Check Point Software has announced the appointment of Francisco Criado as vice president of its global partner ecosystem organisation.
Using nearly two decades of experience in the industry, Criado will lead all strategy and programme deployment with Check Point’s partners around the world. Previously, the industry veteran held leadership roles at Avnet, Tech Data, as well as TD Synnex North America.
“I’ve been in the channel for almost 20 years, mostly in distribution, with a couple years at a partner organisation,” he said. “I’ve always wanted to work for a vendor to be closer to the innovation and to have the ability to further influence and drive results in the market.”
Criado highlighted the appeal of Check Point’s range of “comprehensive, consolidated, and collaborative” cyber security solutions, delivered as part of its channel-first strategy.
“I know first-hand that customers look to Check Point and our channel partners to be their trusted advisors in keeping them safe,” he said. “And as the new worldwide ecosystems leader, I can say it’s great that we’re a 100% channel sales-led company.”
Previously, Criado has served as vice president of global security solutions at Tech Data before later – and most recently – holding the role of senior vice president of cloud, data, and IoT at TD Synnex, following the merger of Tech Data and Synnex.
Prior to those roles, he held the position of vice president of marketing at Avnet, following eight years at Avnet Technology Solutions.
“I’ve seen many vendor channel and go-to-market programmes over the years,” he continued. “I’m going to bring key lessons learned and best practices to Check Point to further accelerate our success in the market. We also want to fully leverage distribution to create scale and influence for Check Point solution sales in the Channel.”
Specifically, Criado said Check Point’s Marketplaces programme will play an important role in the year ahead.
“It’s important to give the customer flexible consumption models so they can consume our cyber security solutions however best suits them – whether traditional sales models, XaaS or marketplaces – to maximise our opportunity,” he explained.
In an interview with CRN, the new channel boss also revealed that “selling beyond the firewall” will form one of the firm’s top priorities, as well as driving “further collaboration” and rewarding those involved through the customer sales process.
"I've seen channel programmes that are really good and not so good,” he said. “I've seen what's worked and what hasn't worked. And without a doubt, when it comes to channel, Check Point gets it."
As part of its efforts, the vendor will look to continue expanding its work with MSSPs, following the introduction of its new MSSP programme in October 2022.
"A lot of our partners are starting to transition more to look and feel like MSSPs," he added. “Some are launching managed security practices, while others are fully transitioning into being an MSSP.”
