Fortinet assesses distribution line-up

Fortinet assesses distribution line-up

Fortinet set to overhaul channel and review distribution model

Security vendor, Fortinet, is reviewing its local distribution model as part of a overhaul of its channel strategy.

Newly appointed country manager, Charlie Cote, said he was meeting with distributors and predicted changes would be made. He did not disclose whether any would be dropped. Current distributors include Lan 1, Firewall Systems and Whitegold. The proposed changes are part of efforts to reflect its US counterpart.

"At this point in time what I need to do is understand the value add that distribution is providing," he said.

The vendor is also looking to introduce a formal channel program made up of platinum, gold and silver tiers.

Cote said it would provide partners with marketing funds and discounts as well as the opportunity to increase margins.

"We have not done something like this in the past. We are implementing a new program to ensure we have the right go-to-market strategy locally," he said. "In the next couple of months, we will be building business models with our partners toward the different accredited levels they would like to achieve."

The new program was also expected to help increase the company's partner ranks, Cote said.

Whitegold managing director, Dominic Whitehand, said Fortinet was a large part of its business.

"They are one of our top three vendors and we have some significant deals with them in the pipeline," he said. "We are keen to forge ahead with Fortinet because it's a significant part of our business."

Lan 1 managing director, Daniel Lee, had not heard anything about the vendor's plans to change its distribution model.

"We have been advised that we have been realigned and are working with the US team as opposed to Asia-Pacific. From my perspective that's positive because there are more similarities between the US and Australian market," he said.

Firewall Systems cemented a relationship with Fortinet in October. Marketing director, Nick Verykios, said the vendor was happy with its partner support levels and continued to look forward to working with them.

"We were put on to focus on the enterprise and that is definitely what we have done," he said.

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