Fortinet Partners serve as Solution Architects addressing customers’ Networking and Security Needs

Jitendra Ghughal
Senior Director, Channel Management, India & SAARC
Fortinet

Fortinet continues to actively invest in AI, a commitment that we began more than fifteen years ago. The company’s AI tools, FortiAI-Assist, FortiAI-Protect, and FortiAI-SecureAI, are now embedded across more than a dozen products and are helping partners automate threat detection, protect AI infrastructure, and accelerate response for their customers.

The cybersecurity landscape has grown exponentially more complex with the rise of multi-cloud, edge, and OT environments. This complexity often results in security gaps and inefficiencies, but it also opens new opportunities for partners to innovate. At Fortinet, we see our channel not just as sellers, but as solution architects helping customers consolidate and converge networking and security operations.

Our channel policies are designed to empower partners to solve real customer challenges through the Fortinet Security Fabric that delivers better protection and operational simplicity.

Monetize existing investments: Partners can extend customers’ Secure SD-WAN deployments into SASE environments, with a single integrated platform. Because Fortinet’s SASE functions run natively on FortiOS, partners can deliver superior performance and security with lower cost and complexity.

Build an AI-powered SOC: As AI-driven threats evolve, partners can offer SOC-as-a-Service or deploy full-scale SOCs powered by Fortinet. Our AI-led automation can reduce response times from hours to seconds, helping partners deliver measurable ROI and differentiation.

Boost revenue with intelligence services: FortiGuard Labs analyses over 100 billion events daily. Partners can bundle our AI-powered threat intelligence and OT-specific services into their offerings, creating new recurring revenue streams.

PARTNER ENGAGEMENT
Fortinet is a 100% channel-oriented company and our partners are an extension of who we are. Everything we do, from enablement to incentives, is structured to help them grow profitably. Our Engage Partner Program offers multiple pathways for growth with clear benefits at each stage. Through FortiRewards, partners earn points for every registered sale, while FortiRewards and Deal Registration programs provide both transparency and enhanced profitability.

We also equally focus on partner enablement, from dedicated account managers and technical experts to marketing resources and campaign-in-a-box toolkits. Partners can specialize across seven high-growth areas such as Secure Networking (Firewall, LAN, SD-WAN), SASE, Cloud Security, OT Security, and Security Operations. Our goal is simple - to make Fortinet not just the easiest vendor to work with, but also the most rewarding.

CHANNEL ROADMAP
Fortinet’s constant innovation and customer-first approach enable partners to meet tomorrow's challenges while executing at scale today. We will continue to deliver unmatched performance, scalability, and cost efficiency across the most critical security and networking use cases, empowering partners in the new market. Partners can capitalize on strong, sustained growth in SASE, Security Operations, OT security and AI.  Fortinet helps partners to reframe cybersecurity as a long-term business enabler, not just a defensive measure.
In the OT space, our integrated OT security capabilities offer robust protection for OT environments and devices, detecting threats, performing vulnerability correlation, and applying virtual patching. With over 1,000 virtual patches, 1,100+ OT applications, and 3,300+ protocol rules, partners can seize the growing demand for advanced solutions in the maturing OT security market.
As threats grow more covert and coordinated, Fortinet helps organizations stay ahead with a unified, platform-based approach that unifies visibility, automation, and resilience. In today’s threat environment, speed, simplicity, and scale are paramount. Our focus is helping customers move from fragmented defences to AI-powered security built for scale and sophistication.