FORTINET
continued
existing security posture to cover remote users and branch locations without ripping out infrastructure they’ve already invested in. They can leverage their Fortinet (and FortiOS) footprint and expand out the services that can be accessed from this to better service their needs. For the channel, that’s a powerful conversation. You’re not asking a customer to start again; you’re helping them grow their security architecture in a way that makes sense. Partners who understand how to position SASE as an ‘expansion play’ rather than ‘a replacement’ are finding they are opening doors on opportunities with existing customers that might otherwise have gone to a competing vendor. We’re investing heavily in helping our partners to clearly articulate that story. Q You’ve recently launched new initiatives to bring cloud-focused partners into the Fortinet ecosystem. What does an ideal new partner look like – and what can they expect? We’re actively recruiting partners who have strong cloud practices and ambitions in this space – whether that’s MSPs with a managed security offering, resellers who are transitioning their business model, or specialist cloud consultancies who’ve not traditionally worked with Fortinet. The ideal partner doesn’t need to have an existing Fortinet relationship – what we’re looking for is cloud expertise, customer relationships in the mid-market and enterprise space, and a genuine appetite to build a security practice with long-term recurring revenue. What they can expect from Fortinet is a structured onboarding process, access to specialisation programmes that differentiate them in the market, and – critically – commercial models that reflect the way cloud business is done. We recognise that subscription and consumption-based selling requires a different kind of partner support, and we’ve built our programme to reflect that. The opportunity for new partners entering the Fortinet ecosystem right now is significant. Q Cloud security skills gaps are a real challenge across the industry. How is Fortinet helping partners build the expertise they need? This is something we feel very strongly about at Fortinet. Technical skill, credentials and credibility is what separates partners who win complex cloud deals from those who lose them on capability grounds, and we’re not willing to leave that to chance. Through our specialisation programme – and practically through initiatives like our ‘Enter the Dojo’ workshop series – we’re giving partners hands-on, structured pathways to build real expertise in areas like Cloud Security, SASE, SecOps, and OT. These aren’t theoretical certifications. They’re practical, immersive experiences designed to make engineers and pre-sales teams genuinely capable of architecting and demonstrating cloud security solutions. We’ve seen a measurable uplift in partner confidence and deal conversion among those who’ve completed specialisation tracks. These are really adding
“
Through our specialisation programme — and practically through initiatives like our ‘Enter the Dojo’ workshop series — we’re giving partners hands- on, structured pathways to build real expertise...
CLOUD RESELLER NEWS
32
Powered by FlippingBook