Fortinet’s Partner Programme
FortiPartner
New Zealand
Australia
• Profit margin ... Make more money, more often while selling innovative, integrated security solutions. The FortiPartner programme is designed to help your business provide unmatched multi-threat security solutions, while assuring a profitable contribution to your business. We select partners for long term growth and success: solutions are selectively distributed and all purchases require a reseller agreement. Furthermore, product access is limited by partner tier and certification requirements.
• Recurring revenue stream ... As a FortiPartner, you’ll quickly discover one of Fortinet’s best hidden treasures – access to a recurring revenue stream. FortiGuard subscription services include antivirus/antispyware, antispam, intrusion prevention and web filtering. And you can centrally manage all customer subscription renewals via one system and one vendor.
• Technology leadership ... Fortinet is the pioneer and leading provider of multi-threat security solutions. No other vendor can match our unique mix of superior technology, performance, and total cost of ownership. In addition, Fortinet is recognized as the largest private security appliance vendor and is the leader in several key categories of the unified threat management market according to IDC.
• Why attempt expertise in a variety of point products when Fortinet offers an innovative platform that incorporates all the essential security applications and services required? The FortiPartner programme offers you a low cost to entry in the security marketplace today. Gain credibility and certification with one vendor platform – one single innovative multi-threat security platform for all of your security needs.
• Education and training ... As a cutting-edge security solution provider, you need to be well-equipped to handle any selling engagement. At Fortinet we take pride in our training programmes and work hard to ensure you are armed with the knowledge necessary to win in the field. As a FortiPartner, you benefit from a comprehensive suite of education and training programmes – from online sales training to instructor-led classroom training, we have what it takes to ensure your success.
• Renewal tracking ... The Fortinet renewal programme for partners offers subscription and service renewal tracking and automation. The system provides you the ability to easily track when your customers’ subscriptions are up for renewal – designed to ensure your customers are continually protected while bringing visibility to the renewable revenue/ annuity available.
• Channel commitment ... Fortinet is devoted to providing next generation multi-threat solutions and support exclusively through qualified solution providers. All corporate and sales initiatives are designed to support you. You’ll find peace of mind with our dedication to channel success – whether it’s lead distribution, communication, promotions, MDF, sales resources, or marketing support, Fortinet is committed to making you successful.
The goal of the Fortinet FortiPartner Programme is to enable you to successfully achieve unprecedented growth and profit
potential by delivering superior, next generation multi-threat security solutions to your customer. Fortinet connects you to
the resources needed to develop your expertise, grow your business, increase customer satisfaction, and maximize your
profitability.
FortiPartner programme provides you with six pillars for a successful partnership:
Fortinet offers four levels of programme participation, performance, and commitment to provide the opportunity and flexibility for your individual needs.z
Bronze + Partnership is the first step required to evolve in partnership with Fortinet.
Silver Partnership is attributed to companies that deliver superior security solutions to small and medium sized customers, and possesses a working knowledge of Fortinet’s low-to-mid-range multi-threat security solutions and can deliver the solutions that best fit small to medium business security concerns.
Gold Partners have proven experience in selling the full range of Fortinet solutions on a large number of projects. They are committed to developing new adoption opportunities for Fortinet in their market and deliver the full spectrum of Fortinet’s solution set with both a certified FCNSA and FCNSP on staff to assist with a variety of implementation needs, whether it’s a small branch solution or a core HQ deployment.
Platinum Partners are proven experts in delivering Fortinet’s superior, next generation multi-threat security solutions to their customer and have demonstrated success across all Fortinet technologies. They have full access to Fortinet’s solution set and have two FCNSA and FCNSP’s on staff to suit any complex deployment requirements and deliver exceptional levels of support and service.
Programme Pillars
SILVER PARTNER
Tiered programme participation
Partner Level Requirements & Benefits
* Partner has the required number of FCNSPs for Partner Level.
** Must be FCNSP-certified at current level. *** Level 2 support is defined as in-depth debugging and problem analysis requiring advanced product knowledge, in particular the capability to perform root-cause diagnostics, either within a live network or static lab environment.
BENEFITS
SALES
BRONZE +PARTNER SILVERPARTNER GOLDPARTNER PLATINUMPARTNERCompetitive recommended discounts across all Fortinet product families on Hardware and Service
Contracts (discounts increase with Partner Level)
P
P
P
P
Renewal Tracking and alerting (Asset Tracking System)
P
P
P
P
Benefit from Not-For-Resale (NFR) demo program
P
P
P
P
Free online sales training for the latest Fortinet products and solutions
P
P
P
P
Eligibility for the Technology Specialization Program (FortiMail, FortiWeb,Forti-Wireless Specialist)
P
P
P
Eligibility for the Partner of Excellence Status
P
P
MARKETING
Access to the Fortinet Partner Extranet, which hosts a full range of sales, marketing, support
& training resources
P
P
P
P
Featured on Fortinet.com public website Partner Locator (exposure increases withPartner Level)
P
P
P
P
Access to lead generation programs
P
P
Eligible for Fortinet Partner funding of joint marketing activities
P
P
Receive ‘Gold Club’ Insider with exclusive information
P
Receive invitation to annual Gold Club Forum
P
EDUCATION
Access to 40Minutes Webinar series for Sales and
Technical audiences
P
P
P
P
Special discounts on Training sessionsP
P
P
SUPPORT
Access to the Partner Support Portal: Asset Management, Ticket Management, User Management, Download Center, Bug Tracker,
Live Chat Assistance from Customer Service
P
P
P
P
Direct access to Level 2 Technical Support if FortiGate Certified*• Via phone using a personalised PIN code
• Via Partner Portal
P
P
P
REQUIREMENTS
SALES
Provide End Users with pre-sales support
P
P
P
P
Manage service contract renewalsP
P
P
P
Establish with Fortinet recommended annual sales revenue target
P
P
P
Quarterly meeting with Fortinet after Partnership established
P
P
MARKETING
Publicize Fortinet on company website
P
P
P
Hold co-marketing End-User event 1 every 6 months 1 every 6 monthsProvide quarterly business and marketing plan
P
P
EDUCATION
FCSA sales certification 1per location 1 per location 2 per location FCNSA technical certification 1 per location 2 per location FCNSP technical certification** 1 per location 2 per location
SUPPORT
Provide Level 1 support (handling all initial inquiries)
P
P
Provide Level 2*** supportP
P
Comprehensive Training To Empower Your Team
The Partner Programme is supported by an extensive training curriculum organized into two major categories:
Fortinet Sales Accreditation:
FCSA
The Fortinet Certified Sales Associate (FCSA) is an online training and certification designed for sales professionals. This on-demand
sales certification will leave you well-equipped to handle basic security selling engagements.
Fortinet Technical Certifications
FortiGate Certification:
FCNSA and FCNSP
The major certifications for sales engineers and technical professionals are initially the Fortinet Certified Network Security Associate
(FCNSA), followed by the in-depth Fortinet Certified Network Security Professional (FCNSP) certification. These certifications play a
major role in the Partner Programme.
Specific Technology Certifications:
FCESP, FCWSP, FCWLSP
Fortinet proposes three technology certifications: Fortinet Certified E-Mail Security Professional, FortiWeb Certified Web Security
Professional, and FortiWireless Security Professional. Partner Technology Specialisations based on these certifications are available.
* Must have the required number of FCNSPs for Partner Level.Security
Better security through integration – Our innovative, integrated solutions protect against blended threats better than individual point products
Real-time security updates – Comprehensive security subscription updates are automatically pushed out to customers as soon as they become available, providing much faster and better protection than the competition Simplified, intelligent management and reporting – Easy-to-use GUI and exceptional analytical tools simplify security provisioning, operation and maintenance
Fortinet offers your customers excellence and value in three key areas: Security, Performance, and Total Cost of Ownership.
Below is how Fortinet creates value in each of these areas.
Total Cost of Ownership
Simplified installation and deployment – Easy and cost effective to install, operate and maintain Scalable solutions – Broad product line meets the full range of business communication security needs
No complex licensing and no seat licenses – Unified, system-based licensing provides the most cost effective and efficient way to purchase, deploy and maintain
Performance
Custom ASIC – ASIC-accelerated multi-threat security systems ensure complete content protection in real time without performance degradation
Network and application transparency – Fortinet systems are non-disruptive to operational networks or applications
System and network availability – Multiple methods of resiliency ensure network and system uptime
Copyright© 2013 Fortinet, Inc. All rights reserved. Fortinet®, FortiGate®, and FortiGuard®, are registered trademarks of Fortinet, Inc., and other Fortinet names herein may also be trademarks of Fortinet. All other product or company names may be trademarks of their respective owners. Performance metrics contained herin were attained in internal lab tests under ideal conditions, and performance may vary. Network variables, different network environments and other conditions may affect performance results. Nothing herein represents any binding commitment by Fortinet, and Fortinet disclaims all warranties, whether express or implied, except to the extent Fortinet enters a binding written contract, signed by Fortinet's General Counsel, with a purchaser that expressly warrants that the identified product will perform according to the performance metrics herein. For absolute clarity, any such warranty will be limited to performance in the same ideal conditions as in Fortinet's internal lab tests. Fortinet disclaims in full any guarantees. Fortinet reserves the right to change, modify, transfer, or otherwise revise this publication without notice, and the most current version of the publication shall be applicable.
