Bull`s Eye Awards: Partner Program of the Year (Class B)

  • By

    Chris Gonsalves

    | Posted 2009-12-20



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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