FORTINET
value to partners and supporting them elevate their cloud skills and scale their cloud businesses. Partners who invest in skills now are the ones who will own the cloud security market in their operating markets over the next three to five years. We want to give them every possible advantage in this space. Q Many partners are still running legacy infrastructure conversations. How do you help them bridge the gap to cloud-first thinking? Honestly, we don’t ask partners to abandon what’s already working. The conversation we encourage is one of evolution – customers have on-premise investments that still have life in them, and Fortinet’s architecture allows partners to extend rather than replace. That said, there’s a very real commercial conversation around refresh cycles, end-of-support timelines, and the total cost of maintaining ageing infrastructure compared to a modern, cloud-delivered model. Partners who can have that conversation confidently and fluently – who can show a customer a credible migration path rather than a cliff edge – are the ones who retain accounts long-term. We equip partners with the commercial tools, the competitive intelligence, as well as the technical proof points to have that conversation with confidence and deliver value to their customers. Q Looking ahead to the rest of 2026, what’s your message to cloud resellers who haven’t yet engaged seriously with Fortinet?
The window for staking out a strong position in cloud security is now. The market continued to grow rapidly in Cloud adoption and leverage, customer demand is real and accelerating, and Fortinet is in an exceptional competitive position – consistently recognised as a Leader across Network Security, SASE, and Cloud Security. The benefit of Fortinet’s solution and approach
– one of offering a cohesive and interoperable cybersecurity platform – is simplicity, reduced
operational overhead on the customer and is built on the foundation of additive technology and incremental value – not replace or multiple vendor solution staking. For resellers and MSPs who’ve been watching from the sidelines, or who’ve had a peripheral relationship with Fortinet, now is the time to look seriously at what a committed partnership with Fortinet might like. We have
the programme, the enablement, the commercial support, and frankly the pipeline opportunity to make it worth their while. We’re looking for partners who want to grow with us – and
we’re prepared to invest meaningfully in building and strengthening those relationships. X
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