Fortinet is going all out to bring greater synergy in their relationship with channel partners. Apart from giving partner awards such as ‘Forti Heros’, the company is also planning joint go-to-market strategies where they would be funding channel partners for various client-focused activities. Rajesh Maurya, Country Manager, SAARC, Fortinet, in conversation with Channel Times:
CT: In recent times, we are seeing more action on your channel front, be it internal-appointments, new tie-ups…
Rajesh: Yes. We have around 400 partners in India. This fiscal, we will be working more closely and aggressively with channels. The concept note for this year is ‘Synergy’ which means bringing close the channel and Fortinet. We will not only recognize the CEO/MDs of Channel organizations, but also product managers who are on the field. We will do such activities every quarter.
CT: There is a common feedback from your partners that the response on your other products is much less than your flagship products. How are you going to create awareness on other products?
Rajesh: We have multiple products. There may be some places where channels may face this problem. However, we firmly believe that the education we impart on our channel community and key accounts will help partners solve these issues. We are also planning big with joint go-to-market strategies where partners get funding from us to have activities with the clients.
CT: What will be your focus in terms of channels?
Rajesh: We will be strengthening the channels and there will be consolidation based on their key competencies. We will have special focus on equipping partners and their field sales staff to close the deals. We have a trainer appointed exclusively to train the channels. We also have strengthened our team and have appointed few channel managers in selected states/territories.
CT: Some security companies try to position consumer-focused products for enterprise users just to grow their numbers…
Rajesh: I accept that. However, we have products that cater to enterprises and SMB is a growing market and we have focus there also. However, the security spend differs in terms of verticals. If an SMB is ready to spend X+Y amount for their IT infrastructure through Fortinet, we are not ready to lose them. Other than that, we are targeting BFSI, Government, IT/ITES, Retail and Education sectors this fiscal.