JITENDRA GHUGHAL
SENIOR DIRECTOR CHANNEL MANAGEMENT, FORTINET
Fortinet sees partner differentiation increasingly coming from the ability to simplify cybersecurity and operational complexity through integrated, AI-driven platforms. As customers move beyond fragmented point solutions, partners can become strategic advisors by helping organisations consolidate security, improve visibility, automate operations and strengthen long-term outcomes. Managed security services represent another significant growth engine as customers face cybersecurity skill shortages and operational complexity. These services can create recurring revenue while deepening customer relationships. AI will further differentiate partners capable of combining AI-enabled security, automation and platform integration. Fortinet’s channel strategy therefore focuses on helping partners move higher up the value chain, developing sustainable businesses around integrated security platforms, managed services and outcome-oriented cybersecurity expertise.
