New program will recognise partner commitment to certifications and specialisations
Sydney —Fortinet has announced a fundamental change to its partner program globally, which will see partners recognised for their hard work and focus. The new partner program, called Fortinet Engage, is designed to better prepare Fortinet partners to effectively engage and succeed in today’s new security environment.
Jon McGettigan, regional director, Australia, New Zealand, and the Pacific Islands, Fortinet, said, “The changes to the partner program are in direct response to an evolving marketplace. The way security is positioned to end-customers needs to be tailored depending on their circumstances. And, security sales teams need to ensure their understanding of their customers’ environments is strong and comprehensive. This often requires ongoing training, education, and certification.
“Fortinet believes it’s important to recognise partners’ efforts to keep up with the new challenges and opportunities, and to help them more efficiently engage with their customers to establish and maintain brand loyalty.”
The new partner program replaces the old partner tiers with four levels of partner engagement:
- Advocate: entry-level partners who are interested in starting a partnership with Fortinet. This level of engagement has limited requirements but also limited benefits.
- Select: these partners cater to the small and medium business (SMB) market and are committed to delivering superior security solutions and services designed to meet the unique security concerns of smaller businesses.
- Advanced: able to handle a variety of implementation requirements, these partners have met staff certification standards combined with proven success at delivering the full spectrum of Fortinet solutions.
- Expert: this designation is reserved for proven Fortinet solution experts who demonstrate consistently high revenue and the delivery of the full spectrum of Fortinet solutions, and have a staff of highly trained and certified Fortinet experts who can manage the most complex customer deployments.
Partners will also be able to customise their Fortinet support to match their business model. There are three broad categories of business model:
- Integrators primarily sell on-premise solutions.
- Market Place partners are cloud-certified specialists who secure customers using a different consumption model.
- MSSP partners sell managed services.
Partners can receive specialised support for any of these business models or in any combination of the three. Each of the four levels of engagement is available regardless of business model; however, the partner can only hold one level of engagement at a time.
In addition to level of engagement and business model, partners can select an area of specialisation to receive additional support and benefits. These specialisation areas include:
- dynamic cloud
- secure access and branch
- secure SD-WAN
- data centre.
Customised training, certifications, and programs are available for each of these specialisations and additional new specialisations, such as operational technology (OT), zero trust network access, and security operations, are slated for release in the future.
Aaron Bailey, chief information security officer, The Missing Link, said, “We’re excited to see the launch of Fortinet’s Engage partner program. Since 2013, The Missing Link has invested heavily in Fortinet training and certification to become a leading provider, and the results speak for themselves. Fortinet has consistently been one of our fastest-growing vendors, year after year. The granularity and specificity of this program lets partners choose which areas and capabilities they wish to specialise in. We look forward to continuing to invest in Fortinet to ensure The Missing Link can continue to provide the best level of service, innovation, and security to its clients.”
Jon McGettigan said, “The new Fortinet Engage partner program is designed to support and benefit partners to help them maximise their opportunities in the ways that make the most sense to them. By recognising specific levels and areas of specialisation for partners, it’s easier for our partners to get the support they require and for end-user customers to choose the partner they want to work with.
“Fortinet is about helping partners accelerate their growth and deliver market-leading security solutions to a broader range of customers. We look forward to continuing to work closely with our partners to develop strong relationships that drive revenue and opportunity.”
Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organisations around the world. Fortinet empowers our customers with complete visibility and control across the expanding attack surface and the power to take on ever-increasing performance requirements today and into the future. Only the Fortinet Security Fabric platform can address the most critical security challenges and protect data across the entire digital infrastructure, whether in networked, application, multi-cloud or edge environments. Fortinet ranks #1 in the most security appliances shipped worldwide and more than 440,000 customers trust Fortinet to protect their businesses. Both a technology company and a learning company, the Fortinet Network Security Expert (NSE) Institute has one of the largest and broadest cybersecurity training programs in the industry. Learn more at http://www.fortinet.com, the Fortinet Blog, or FortiGuard Labs.