Fortinet to re-engage with partners in 80% UK growth spurt


Fortinet to re-engage with partners in 80% UK growth spurt

Alex Scroxton

Network security vendor Fortinet has been setting out plans to grow its UK business by as much as 80% this year, and will be leaning on both high-end enterprise and SME partners to get the job done.

Mark Hyland, who was promoted internally to the post of UK country manager last autumn, said today that the firm had decided the UK would be a key focus for investment in the coming months.

The firm already has ambitious plans to become a billion dollar company worldwide by the midpoint of the decade; it is currently doing just under $500m (£315m) per annum with growth last year of 27%.

Hyland said re-engaging with enterprise partners would be critical to these plans: "Historically we propbably hadn't been that great at keeping our major account guys engaged with key partners. The culture had been to go out there, win big opportunities and pass them back to the channel."

The focus from here on out will be to go into potential sales with partners in mind and on board from the outset, and Fortinet's account managers are now briefed to make vertical plans around key market sectors to include them, said Hyland.

Meanwhile at the lower end it will be working more closely with its distribution partner Exclusive Networks, now a lone gunman since Fortinet parted ways with Avnet at the start of the year.

Fortinet believes this rationalisation of its distribution line-up - note it also worked with VADition before its acquisition by Exclusive in 2011 - has paid off.

"The advantages have outweighed the disadvantages for us," said Hyland. "We have eight people in there complementing what our team does, and because they know they've got the business they are inclined to promote it over other technologies they may have in their portfolio."

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