Fortinet has unveiled a three-tier channel program in a bid to ratify its local channel.
The unified threat management vendor had previously kept its resellers on handshake agreements. This hadn't led to the best use of its resources, country manager, Charles Cote, said.
"We want to broaden our exposure in the market because, currently, we cannot touch enough projects and are missing projects that are out there," he said. "There has been no formal commitment to the win-win situation."
Fortinet products are currently distributed by Lan 1, Distribution Central and WhiteGold. Cote said he couldn't put an accurate figure on how many resellers were currently on-board.
The vendor has placed a link on its homepage for potential partners to join the new Fortinet FortiPartner program and become a FortiPartner. The majority will be at the Silver level, representing businesses with a working familiarity with low-to mid-range multi-threat security solutions inside SMBs.
Gold partners will be required to deliver the full Fortinet product set and have qualified Fortinet Certified Network Security Associate ( FCNSA) and Fortinet Certified Network Security Professional (FCNSP) personnel on staff.
Cote expected only a handful of partners would rise to the Platinum level, representing a high level of proficiency in delivering Fortinet solutions, with at least two FCNSAs and two FCNSPs on staff.
"We are a 100 per cent channel organisation and we understand that to help grow our business we need to increase channel partners across the country," he said. "[Being a FortiPartner] gives them the ability to dip into co-marketing, road shows, enter into sales incentive programs and access education and training at a reduced rate."
Cote wouldn't be drawn on how many resellers the vendor could end up with locally.