Prashant Menon, Channel Leader UAE, Check Point Software Technologies

Given the rapid pace of technological advancement, elements of partner programmes like onboarding processes, incentive structures, partner performance, certifications dashboards, and training content require periodic reviews to ensure they reflect the latest advancements and market needs. These updates ensure the programme remains relevant and helps partners adapt to new opportunities. Top channel executives from Check Point Software, Confluent, Cumulocity, Fortinet, HP, Liferay, NetApp, share their perspectives.

“ Predictable discounting, attractive margins, and continuous enablement empower partners to scale confidently, build skills, and drive long-term customer value,” says Prashant Menon, Channel Leader UAE, Check Point Software Technologies.

Check Point’ s partner programme extends beyond traditional resell models with specialised tracks for Managed Security Services Providers, MSSP and Collaborative Support Providers, CCSP, enabling partners to deliver Check Point’ s AI-powered, clouddelivered cybersecurity portfolio.

It is all about empowering partners with the tools, support, and flexibility they need to meet growing customer demand for data in motion, quickly, confidently, and at scale,” says Fred Crehan, Area Vice President Growth Markets, Confluent

“ From reseller to MSSP, or cloud consultant to systems integrator, every partner gets the same clear pathway: training, support, and rewards that scale with commitment,” says Shane Grennan, Senior Channel Director, Middle East and Türkiye, at Fortinet.

Partner programmes are tailored for realworld partner success.

“ NetApp’ s Partner Sphere Programme is built for how partners work today. It supports partners not just in reselling, but in advising, building and scaling with customers in complex digital environments. The programme is services-led and cloud-first, with structured tiers, automated processes and meaningful incentives that help partners grow efficiently,” says Thomas Kaiser, Senior Director of Partners EEMI, NetApp.

Partner programmes are tailored for real-world partner success.

“ More importantly, it focuses on capability-building. With certifications, flexible training and skill paths that align with customer needs, the programme helps partners lead strategic conversations and deliver measurable outcomes across hybrid cloud, AI and data services,” adds Kaiser.

Partner benefits

For partners, the most impactful aspects include clear programme structure, powerful enablement tools, and tangible pathways to growth.“ Transparency helps partners understand how to optimise their engagement and accelerate returns,” says Check Point’ s Menon.

For most partners, the real value lies in support that goes beyond just selling a product. They want a vendor who is ready to co-deliver, provide out-of-the-box capabilities, and help them build powerful, repeatable solutions.

“ Early-stage sales support is equally crucial, it is in those moments that having a trusted technology partner makes all the difference,” says Confluent’ s Crehan.“ Partners also want to see a genuine commitment to working as part of an ecosystem, which is why the strength of our Technology Alliances matters.”

“ And while commercial incentives like rebates and flexible credit lines remain important, it is the combination of technical depth and go-to-market collaboration that

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