Bull`s Eye Awards: Partner Program of the Year (Class B) - CHAMPION
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Fortinet
Over the past year, Fortinet focused heavily on implementing channel program
initiatives that would be meaningful to partners despite a tough economy. While
some vendors pulled back, Fortinet continued full force.
As a result, Fortinet, a unified threat management solutions provider, met
its goal to better engage with partners by initiating a partner conference and
a partner advisory board. The efforts helped the Sunnyvale,
Calif., vendor interface with valued
partners and provide updates on Fortinet business strategy, as well as product
road map and financial position.
Once Fortinet improved its ability to receive and process feedback from
partners, the company took decisive steps such as extending credit terms to
help close sales and offering rebates on various products to help partners with
cash flow.
Fortinet also dropped the price of some products and negotiated non-standard
pricing to help VARs and end users. The Fortinet Certified Support Program now
also gives incentives to certified VARs who are able to take first-level
post-sale support calls, and it offers a certification process that is
required.
“We remain committed to investing in our channel partners to provide them
with innovative technology and services for our mutual customers," says
Michael Xie, founder, CTO and vice president
of engineering at Fortinet.
As a result of these changes, Fortinet’s Americas
channel increased revenue by 32 percent and signed on more than 900 new
partners to fill in coverage in specific territories and vertical markets.
For that Fortinet has earned the Channel Insider Champion Bull’s Eye Award
for Partner Program of the Year for companies less than $1 billion in size.
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