FORTINET
Q Fortinet has been accelerating its cloud strategy significantly. What does that mean in practice for UK resellers and MSPs right now? Cloud isn’t a future conversation for our partners – it’s happening on every customer call right now, and this indicates it’s a prime opportunity to add an intelligent Point of View and deliver value to our joint customers. What’s changed is the rapid acceleration of the market adoption of Cloud technologies, and the requirement to secure these, and also the maturity of what Fortinet offers in this space. Fortinet’s Security Fabric now extends seamlessly across hybrid and multi- cloud environments, which means partners can have genuine, end-to-end conversations with customers rather than stitching together point solutions from different vendors. For UK resellers in particular, the shift to cloud-delivered security represents a significant revenue opportunity – not just in net-new logos but in expanding existing accounts and our ability to secure and encompassing their adoption of cloud platforms and hosted services. Customers who initially might have come to us for Firewall protection are now asking about securing their cloud workloads, their remote workforce, their OT environments. Partners who have built cloud specialisations are finding they are winning larger deals and achieving better margins while doing so. We want to accelerate that by making it as easy as possible for the right partners to develop those cloud security skills and go to market with confidence alongside us. Q SASE has become one of the most talked-about areas in security. What’s Fortinet’s differentiated position – and what does that mean for the channel? The market is crowded with SASE claims, but Fortinet’s position is genuinely differentiated – and independently validated. Fortinet has been recognised as a Leader in the 2025 Gartner® Magic Quadrant™ for Secure Access Service Edge (SASE) Platforms, which you can explore in full at fortinet.com, and that recognition reflects something real about how we’ve built our SASE capabilities. FortiSASE is built on FortiOS – the same single Operating System that underpins the entire Security Fabric – which means it isn’t a bolt-on or an awkwardly integrated acquisition. It’s additive – customers can extend their
James Greenham
fortinet.com
The market is crowded with SASE claims, but Fortinet’s position is genuinely differentiated — and independently validated. “
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