Texonic is Checkpoint's new national disti

Check Point Software Technologies has now decided to tap the Indian SMB
customer vertical. For this, it has recently tied up with Texonic Instruments to
act as its national distributor for this initiative. This aside, the company has
national distributors like M-Virtual Tech and Inflow Technologies.

Bhaskar Bakthavatsalu, Country Manager-India and SAARC, Check Point Software
Technlogies said, “Texonic Instruments has the experience and creditability. 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.

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.”

Vinita Bhatia & NR Sethuraman