Fortinet plans to introduce a program later this year that creates a more organized, repeatable way for partners to deliver virtual FortiGate instances via a utility-based model.
The Sunnyvale, Calif.-based security vendor said it has a responsibility to create more margin-rich transactions for partners that aren’t just dependent on Capex resale, according to Jon Bove, Fortinet’s vice president of channel sales. The company expects to have some announcements and organization around FortiGate as a Service heading into the fourth quarter of this year, Bove said.
“We’re trying, with our partner-enabled services team, to drive more of an organized and repeatable motion for this to fit their business,” Bove told CRN during Fortinet’s Accelerate 18 conference in Las Vegas.