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Fortinet’s channel program specifications reflect industry trend

Network security and threat management solutions provider Fortinet recently announced the launch of new technology specializations for gold and silver international channel partners in its FortiPartner Program (FPP), according to Information Technology Planet. The program aims to provide end-to-end security solutions by way of selling its FortiMail, FortiWeb and FortiDB products.

FPP is a multi-level program based on four tiers – gold, silver, bronze and managed security services providers – which differentiate top-tier partners based on their level of commitment. The new technology specializations are intended to help companies at the gold and silver levels to benefit from new opportunities within the market. Rewards and special distinctions within the channel are also gained once requirements based on sales targets, technical certification and marketing activities have been attained.

"With more than 200 partners signing up every quarter, the latest specializations aim at further structuring our channel and rewarding our high-value partners, which truly invest in our brand, technology and products," said Emilio Roman, vice president of international sales operations at Fortinet.

Companies that have qualified as FortiMail and/or FortiWeb specialists receive access to product-related promotional campaigns and lead generation programs. They are also permitted to use the specialist logo for branding purposes.

After earning FortiMail and/or FortiWeb specialist status, partners are then able to qualify for the highest level of specialization within the program – technology expert – provided that they are FortiGate certified. They receive best partner status and are entitled to competitive discounts across the product range.

In order to recruit more technology specialists to the program, a kick-off campaign will be launched in June of this year. Benefits such as attractive profit margins, access to sales tools, technology leadership, and a training and certification program will be offered.

The new developments to FortiNet's FPP are indicative of changes within the larger channel sales model, with spending trends and anticipated budget movement favoring a growth in the function's budget among all businesses, according to a recent channel selling research study by the Aberdeen Group.

"With extensive use of marketing, technology and human support for their partners, the leading companies are successfully linking their financial goals to tangible results, showcased by their stronger performance than other firms around advanced quota attainment, efficient lead conversion rates and growing average selling prices," said report author Peter Ostrow, research director of sales effectiveness at the Aberdeen Group.