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Fortinet's new man seeks partners for fresh markets

Fortinet's new man seeks partners for fresh markets

SECURITY systems vendor Fortinet is seeking new partners for a move into fresh markets.

It has announced a new reseller partner programme and appointed a new Australia and New Zealand manager.

Ben Teh, former South Asia manager for firewall vendor Watchguard, replaces Peter Sandilands, who quit the role in May after a difference of opinion over company direction.

Teh says Fortinet operates a "hybrid" model in New Zealand, with a distributor, Asnet, with offices in Auckland, Wellington and Sydney, serving about 10 resellers.

He describes Asnet as a "dedicated systems integrator" which has targeted specific markets, delivering carrier-class equipment to the financial and other sectors.

Now, Teh says, Fortinet, which is 100% channel-focussed, needs to find similar partners, or a distributor, to look after SMBs and other vertical markets.

"Asnet took us to key financial verticals. Maybe we need a partner to take us to the government or education sector. Separate verticals require separate expertise. I would be looking for partners that can take us to depth into these verticals," he says.

Teh says Australia and New Zealand represent untapped markets for the vendor. New Zealand performs better, and is responsible for 30% of ANZ revenue as Fortinet's coverage in Australia is less widespread.

While Sydney-based, Teh says New Zealand can still be well served by Fortinet. The company's Melbourne-based trainer frequently makes trips here to train resellers.

Teh plans a New Zealand visit shortly to visit Kiwi resellers.

Training is one of the themes from the FortiPartner Reseller Programme, which categorises Fortinet's resellers into Platinum, Gold and Silver levels, determined by such things as annual revenue, and number of certified sales and technology staff.

Asnet is Fortinet's only Platinum partner in New Zealand.

Teh says the programme aims to give partners more support and responsibility for training and marketing.

The vendor has also launched an online marketing system to help resellers know how much marketing budget they have to spend, which helps make it easier for them to deal with Fortinet, Teh adds.


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