Light Reading
New integration enables sales and support of combined solution from single source

Crossbeam, Check Point Team to Ease Security

Carol Wilson
5/4/2010
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Crossbeam Systems Inc. and Check Point Software Technologies Ltd. (Nasdaq: CHKP) today said they had extended their strategic relationship to make it easier for service providers and enterprises to buy Check Point's security software on Crossbeam hardware and systems.

There are already more Crossbeam X-series security platforms running Check Point firewalls than any other single software solution, says Jim Freeze, chief marketing officer for Crossbeam, but under the new agreement, Check Point will be selling the Crossbeam platform through its own sales channel and will be providing level one and level two support for the integrated system.

"We think this speeds up the market opportunity for both of us," Freeze says. "We share many of the same customers, and they have asked for one of us to take the lead on supporting the entire solution, and for one of us to sell the entire solution, as opposed to having them buy from each of us separately and do the integration."

This "meet in the channel" model enables a managed services provider or an enterprise to pick the value-added reseller with which they want to engage and buy the integrated Crossbeam/Check Point solution from that VAR and then get ongoing support for most problems through Check Point, Freeze says.

Security remains a key offering for managed services providers, according to Freeze, even though 2009 was not a strong year, as many companies held back on spending through the economic downturn. This year is already proving better, as the economy perks up, he says.

The next major challenge will be providing security in mobile networks, as they move to all-IP backbones for 4G deployment, Freeze says.

"It's a parallel to the days when we went from circuit-switching to all-IP on the wireline side. Mobile operators know what they need to do, but it's a matter of having a solution that will be scalable."

He feels one of the challenges will be providing security for smartphone devices that will have multiple connections to multiple applications working at the same time. Just as when broadband service created always-on Internet applications for landline connections, creating major new security challenges, he notes, the next generation of mobile Internet apps will have major security issues as well.

— Carol Wilson, Chief Editor, Events, Light Reading

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