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Fortinet Treads Cautious Line For Channel Business
By
Sushmita Mukherjee
Mumbai, Mar 2, 2007
Close on the heels of dropping seven partners, Fortinet is adopting a "cautious" approach in enhancing channel base even as it is eyeing deeper penetration in smaller cities and to make foray into new verticals.
"We do not want partners just to increase presence. Rather we want selected partners who will address specific segments of the markets", Vishak Raman, country manager, India and SAARC, Fortinet told ChannelTimes.
Recently the UTM vendor dropped at least seven reseller partners from the metros attributing the move to non-performance and service related issues. The market feedback suggested that the vendor had taken a strong exception to some of its partners showing "disloyalty" by venturing into business with other UTM companies.
However, when asked about the non-performance criterion, Raman sought to make light of the issue saying, "I would rather say it was a mutual decision. It should be a win-win situation for both of us in terms of bottom line and if that is not happening what is the point sticking together".
He also went on to remark, "it makes business sense to part ways rather than not delivering."
Reiterating the point further, Patrice Perche, Regional Vice President Fortinet said, "In the last three years that we are in the market we have made a conscious effort to find partners who add value to our products rather than just box selling and with this type of selection we are confident that the end-users will get the best services".
It is in this context, he said while appointing partners for B and C class cities the vendor has selected partners only those "catering to specific segments". Some of the cities where partners have already being appointed include Pune, Cochin, Trivandrum and some places in Uttar Pradesh.
Raman said the company would stick to specific guidelines while appointing partners. "We do not sign any contract for the first one quarter; they have to submit business plans. Also we feel fewer partners mean there is less competitions among themselves and this can ensure more margins, better services and training to the partners".
Fortinet would also enhance its market presence by adding to the sales force in Delhi and Chennai. "We are looking aggressively to expand in the government sector. To get government orders we need to improve penetration and for that there has to be people who understand how the government tenders are handled and is able to close the deal successfully", Perche said.
Looking ahead, the vertical that they are planning to target are government sector, educational institutions, defense, BFSI, and SMB. "The government sector is huge and it all depends on how fast we jump on the tenders and get the orders", said Perche.
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- UPENDRA SHARMA,
PROVEE TECH COM, JAIPUR
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Fully support the steps taken by Fortinet. What's the point in continuing with partners who is not listening to client needs ? "Excellent service from vendor" is what client looks in when buying a product.. |
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- shrikant katiga,
Leo Burnett, Mumbai
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