Fortinet Launches Managed Security Service Partner Program
High-performance network security vendor Fortinet (FTNT) is reaching out to managed services providers with a new partner program designed to establish both Fortinet and managed security service providers (MSSPs) in the fast growing market for cloud security.
Fortinet says the program provides MSSPs in the Americas with special pricing and financing on the required infrastructure to host services, dedicated technical support and MSSP-specific marketing programs. The company reports that 20 partners had signed up between the soft launch on June 20 and the formal launch last week.
Fortinet introduced the program as part of its effort to capture more of the growing MSSP market, citing Frost & Sullivan research that shows the global market is currently worth $9.5 billion and has a growth rate of 19.6 percent.
Stephan Tallent, director of MSSPs at Fortinet, told MSPmentor that he’s seen customers looking to shift their network security to outside service providers. “What we are seeing is reassessment,” he said. “The answer that both SMBs and enterprises come away with was: We want a service model.”
The Fortinet program offers two partner designations, Platinum and Gold. The company said in a statement that the tiered structure was built to suit the business models and operational capacities of partners ranging from smaller security integration companies to pure-play MSSPs and the largest telecommunications providers.
The program includes the following four support components:
- OPEX Model Enablement. This is where the special pricing and financing come into play. Fortinet is offering special pricing and financing for MSSPs to acquire capital equipment and then offer services to customers.
- Product Development. This is where Fortinet helps MSSPs with service creation, pricing and launch support. Fortinet can provide support with service design, SLAs, price points, and more, drawing from its experience with industry best practices.
- Marketing and Sales Support. This service provides lead generation and go-to-market support. Fortinet offers a dedicated team, experienced in MSS sales training and support, that the company says can act as an expert overlay to the partners’ existing Fortinet sales team.
- MSSP Specialized Support. Fortinet says it recognizes that MSSPs require rapid response to support issues as a service interruption could be costly in terms of lost customers and SLA remedies. The program provides specialized training and an MSSP Cookbook, Toolkit and Library.
