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Fortinet enhances EMEA channel programme

by Stuart Wilson, Tuesday 25 March 2008

Unified threat management (UTM) solutions vendor Fortinet has tweaked its EMEA channel engagement model with a series on enhancements to the FortiPartner Programme (FPP). The four-tier FPP focuses on value, commitment and incentive through benefits such as attractive profit margins, discount promotions, technology leadership and a superior certification programme, according to Fortinet.

FPP offers four membership levels for channel partner: gold, silver, bronze or managed security services provider partner. To support its EMEA business growth Fortinet has recruited ten new distributors and more than 300 new resellers through its online FPP application form during the past few months.

Fortinet has worked hard to reinforce its market footprint in territories such as Africa, Middle East and Balkans and extended its channel presence to countries such as Russia, Greece and Czech Republic. The company has also almost doubled its channel and sales personnel.

“Fortinet, with its integrated approach to security, has definitely become one of the top network security players,” said Ahmed Soltan, business unit manager network and security at UAE-based partner CNS. “Through our collaboration, we can now offer businesses in the Middle East a unified security solution that meets the stringent performance and security requirements of any company, from large enterprises to SMBs,.”

“We are excited to be part of Fortinet’s channel network, sharing a common strategy based on advanced technical expertise, strong sales support and value adding services,” Soltan added.

FPP’s new value-adds

Enhancements to FPP include:

1. Attractive services renewal contracts: Fortinet’s annual services renewal model allow Fortinet’s partners to take advantage of an easy sales revenue stream and ensure customer satisfaction.

2. Simple registration process: resellers can now apply online to join Fortinet’s partner network through a new ‘click-through’ system that makes registration fast and easy.

3. Superior certification programme: mandatory to join the FPP, the Fortinet Certified Network Services Professional (FCNSP) status ensures that partners have acquired, through advanced training, strong technical skills on Fortinet’s security solutions. Once the right level of certification is obtained, partners are given free access to troubleshooting training and individual access to phone technical support.

4. On-going information: partners receive a bi-weekly newsletter, have access to Fortinet’s partner extranet, which provides a comprehensive range of marketing and sales tools, and to Fortinet’s technical knowledge center for technical support.

FPP is also designed to extend partner sales reach and profitability through leads, deal initiations, cooperative work with dedicated pre- and post-sales teams, and joint marketing.

“Fortinet has placed itself among the top security players and, to further establish this leadership, we have an aggressive growth plan that requires a high-quality channel, fully committed to our security solutions and the satisfaction of our customers,” said Andre Stewart, Fortinet’s EMEA VP.

“Fortinet greatly values its partners and recognises they are instrumental to its success. By strengthening our partner network and our programme, we want our channel to focus on the idea of high value over quantity and allow our partners to benefit from the best margins,” he concluded.

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