Fortinet Partner Program

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1 EMEA & AAC REGION Fortinet artner rogram Enter a global network of partners. Differentiate your offer with a range of innovative Fortinet partner sales tools and co-marketing programs. Becoming a Fortinet artner will help increase your competitiveness, convert more leads and better serve your existing customers requirements. The Fortinet artner rogram offers you the power to enhance the growth and profitability of your business.

2 Overview The Fortinet artner rogram gives you the power to create a lucrative new revenue stream for your business. artners gain the right to sell and support the entire Fortinet product line, which offers the most comprehensive, high performance and cost-effective security solutions available in the industry today. What artners Gain The Fortinet artner rogram is designed to recognize investment in skilled sales and technical resources, and in return: Access to Fortinet branding and marketing tools and product presentations Help artners achieve growth and provide real added value Reward artners with increased commitment and investment Earn preference within the Fortinet Sales organisation Access the tools, training & information necessary to extend their business

3 artner Levels To Differentiate Your Offer Bronze artnership is the first step required to evolve in a artnership with Fortinet. Bronze+ is attributed to companies that deliver superior security solutions to small and medium-sized customers, and possess a working knowledge of Fortinet s low-to-mid-range multi-threat security solutions. SILVER ARTNER Silver artners have proven experience in selling the full range of Fortinet solutions on a large number of projects. They are committed to developing new adoption opportunities for Fortinet in their served market and are recognized for their superior customer service and support capabilities. Gold artners are proven experts that have demonstrated consistently high revenue and the ability to deliver the full range of Fortinet security solutions. They provide an excellent level of customer satisfaction and support. Technology Specializations To Capture New Opportunities Define your approach to the market through specializations targeted to one or more Fortinet solutions. Fortinet artners at Bronze+, Silver or Gold level can specialize in three specific Fortinet product families: FortiMail, FortiWeb and FortiWireless (FortiA & FortiWifi product families). The three technology specializations enable artners to gain significant product discounts in the chosen technology, and to access a range of technologyspecific lead generation programs. The Fortinet artner of Excellence status is attributed to the Gold or Silver artner that has achieved all three technology specialisations, and is FortiGate Certified*. Comprehensive Training To Empower Your Team The artner rogram is supported by an extensive training curriculum organized into two major categories: Fortinet Sales Accreditation: FCSA The Fortinet Certified Sales Associate (FCSA) is an online training and certification designed for sales professionals. This on-demand sales certification will leave you well-equipped to handle basic security selling engagements. Fortinet Technical Certifications FortiGate Certification: FCNSA and FCNS The major certifications for sales engineers and technical professionals are initially the Fortinet Certified Network Security Associate (FCNSA), followed by the in-depth Fortinet Certified Network Security rofessional (FCNS) certification. These certifications play a major role in the artner rogram. Specific Technology Certifications: FCES, FCWS, FCWLS Fortinet proposes three technology certifications: Fortinet Certified Security rofessional, FortiWeb Certified Web Security rofessional, and FortiWireless Security rofessional. artner Technology Specialisations based on these certifications are available. * Must have the required number of FCNSs for artner Level.

4 Become a Bronze Fortinet artner How To Become A Fortinet artner Bronze Fortinet artners are companies delivering superior security solutions to small and medium-sized customers and have a working knowledge of Fortinet s low-to-mid-range multi-threat security solutions. Bronze artnership is the first step required to grow in a partnership with Fortinet. artners can leverage the credibility of being a certified partner program member and access the tools, training and technical support Fortinet offers to evolve. To qualify as an Authorized Reseller artner, your business must provide the following: Have onsite sales representatives ractice a face-to-face selling model rovide end users with pre-sales support rovide end users with networking design, configuration, and troubleshooting Handle all aspects of the service contracts renewal with the end user A business will not meet the artner Reseller rogram requirements if any of the following is true: The business does not meet the above criteria The business provides only telesales, catalog sales, or sales over the Internet The business only provides financing options or sales over auction websites on the Internet To apply for Fortinet artner rogram (F), visit click on Become a artner and complete the application for your region. Once your application has been reviewed and approved by your local Fortinet Channel Manager, you will receive a confirmation asking you to comply with the terms and conditions outlined in the F program. You will be asked to confirm your identity and address in order to confirm your application. Once this is done, you are enrolled as an authorized Reseller to the Fortinet artner rogram. Contact your local Fortinet Office or for more information or to enroll.

5 Enter A Global Network Of artners And Become A... Bronze+ Fortinet artner To reach the Bronze+ artner level, a artner must complete the online FCSA sales certification, have a minimum of one FCNS* on-site, agree with the established Fortinet sales target, and communicate their Fortinet alliance on the company website. Benefits include boosted discounts from the Bronze level, inclusion on the Fortinet.com artner Locator, and eligibility to obtain the FortiMail Specialist, FortiWeb Specialist and FortiWireless Specialist statuses. SILVER ARTNER Silver Fortinet artner To achieve the Silver artner level, in addition to the Bronze+ requirements, the artner must have two FCNSs* on-site, and agree to an increased annual revenue sales target. Benefits include higher discounts than the Bronze+ level, direct access to Level 2 Technical Support if FortiGate Certified**, increased visibility on the Fortinet.com artner Locator, and eligibility to obtain the FortiMail Specialist, FortiWeb Specialist, FortiWireless Specialist and artner of Excellence statuses. Gold Fortinet artner To access Gold artners status, in addition to the Silver artner requirements, the artner must have four FCNSs* on-site to manage implementation needs that can range from launch of a small branch solution to major projects such as a core headquarters deployment. An increased annual revenue sales target must be agreed on. Benefits include access to the highest level of discounts, direct access to Level 2 Technical Support if FortiGate Certified**, and eligibility to obtain the FortiMail Specialist, FortiWeb Specialist, FortiWireless Specialist, and artner of Excellence statuses. Gold artners also benefit from increased visibility on the Fortinet.com artner Locator, an invitation to the annual Gold Club Forum, and receive exclusive Fortinet information in advance of other artner levels via the Gold Club Insider. MSS artner Contact your local sales team to receive MSS rogram information. FortiMail Specialist The FortiMail Specialist rogram is aimed at artners who have a clear commitment to offering the FortiMail product range in security projects. The associated certification is the FCES. This certification is available to any earson Vue Exam Center world-wide. FortiWeb Specialist The FortiWeb Specialist rogram is dedicated to artners with a clear commitment to proposing the FortiWeb family in Web application firewall protection projects, the FortiWeb Specialist certification enables artners to take advantage of a range of FortiWebspecific advantages. The associated accreditation is the FCWS. This accreditation can be taken online via Wireless Specialist The newly introduced FortiWireless Specialist certification is aimed at artners committed to Fortinet s Wireless solutions, which include the FortiA and FortiWifi product families. The associated accreditation is the FCWLS. This accreditation is available online via Fortinet artner of Excellence The artner of Excellence is the highest level of Fortinet specialization, and available exclusively to Gold and Silver artners that are FortiGate Certified*. These exemplary Resellers have successfully earned the FortiMail Specialist, FortiWeb Specialist and FortiWireless Specialist recognitions and are viewed as a top choice for comprehensive technology projects across all of Fortinet s product lines. * Must be FCNS-certified at current level. ** artner has the required number of FCNSs for artner Level.

6 artner Level Requirements & Benefits BENEFITS SALES Competitive recommended discounts across all Fortinet product families on Hardware and Services (discounts increase with artner Level) Renewal Tracking and alerting (Asset Tracking System) Benefit from Not-For-Resale (NFR) demo program Free online sales training for the latest Fortinet products and solutions Eligibility for the Technology Specialization rogram (FortiMail, FortiWeb, FortiWireless Specialist) Eligibility for the artner of Excellence Status Access to the Fortinet artner Extranet, which hosts a full range of sales, marketing, support & training resources Featured on Fortinet.com public website artner Locator (exposure increases with artner Level) Access to lead generation programs Eligible for Fortinet artner funding of joint marketing activities Receive Gold Club Insider with exclusive information Receive invitation to annual Gold Club Forum Special discounts on Training sessions MARKETING EDUCATION Access to 40Minutes Webinar series for Sales and Technical audiences SUORT Access to the artner Support ortal: Asset Management, Ticket Management, User Management, Download Center, Bug Tracker, Live Chat Assistance from Customer Service Direct access to Level 2 Technical Support if FortiGate Certified* Via phone using a personalised IN code Via artner ortal SILVER ARTNER BRONZE BRONZE+ SILVER GOLD ARTNER ARTNER ARTNER ARTNER REQUIREMENTS SALES rovide End Users with pre-sales support Manage service contract renewals Establish with Fortinet annual sales revenue target Quarterly meeting with Fortinet after artnership established MARKETING ublicize Fortinet on company website Hold co-marketing End-User event rovide quarterly business and marketing plan EDUCATION FCSA sales certification FCNS technical certification** 1 every 6 months 1 every 6 months 1 per location 2 per location 2 per location 1 per location 2 per location 4 per location SUORT rovide Level 1 support (handling all initial inquiries) rovide Level 2*** support * artner has the required number of FCNSs for artner Level. ** Must be FCNS-certified at current level. *** Level 2 support is defined as in-depth debugging and problem analysis requiring advanced product knowledge, in particular the capability to perform root-cause diagnostics, either within a live network or static lab environment.

7 Fortinet artner Technology Specializations BENEFITS SALES Benefit from the highest recommended discounts for the associated product family* FORTIMAIL FORTIWEB FORTIWIRELESS ARTNER SECIALIST SECIALIST SECIALIST OF EXCELLENCE MARKETING Hilighted status on Fortinet.com artner Locator Use of the Specialist logo for marketing and promotional activities Subscription to specific lead generation campaigns for associated product family* Benefit from marketing programs, promotional campaigns and a dedicated press release Eligible for Fortinet artner funding of joint marketing activities Receive Insider e-communication with exclusive information on product family* SUORT Direct access to Level 2 Technical Support if FortiGate Certified* Via phone using a personalised IN code Via artner ortal REQUIREMENTS SALES rovide annual sales revenue target MARKETING roactive development of customer testimonials Active promotion of Fortinet technology specialisation on company website rovide quarterly marketing plan for business development of associated product family* Conduct a minimum of one co-funded lead generation activity every six months for associated product family* SUORT Minimum of one certified engineer on site (FortiMail: FCES, FortiWeb: FCWS, FortiWireless: FCWLS) rovide Level 1 and Level 2** support for associated product family* * FortiMail, FortiWeb or FortiA/FortiWifi product families, depending on Specialization. ** Level 2 support is defined as in-depth debugging and problem analysis requiring advanced product knowledge, in particular the capability to perform root-cause diagnostics, either within a live network or static lab environment.

8 About Fortinet Fortinet is a global provider of high-performance network security solutions that provide our customers with the power to protect and control their IT infrastructure. Our purpose-built, integrated security technologies, combined with our FortiGuard security intelligence services, provide the high performance and complete content protection our customers need to stay abreast of a constantly evolving threat landscape. More than 125,000 customers around the world - including the majority of the Global 1,000 enterprises, service providers and governments - are utilizing Fortinet s broad and deep portfolio to improve their security posture, simplify their infrastructure, and reduce their overall cost of ownership. From endpoints and mobile devices, to the perimeter and the core - including databases, messaging and Web applications - Fortinet helps protect the constantly evolving networks in every industry and region around the world. AMERICAS HEADQUARTERS EMEA HEADQUARTERS AAC HEADQUARTERS 1090 Kifer Road Sunnyvale, CA United States Tel Fax rue Albert Caquot Sophia Antipolis France Tel Fax Beach Road The Concourse Singapore Tel Fax Copyright 2013 Fortinet, Inc. All rights reserved. Fortinet, FortiGate, and FortiGuard, are registered trademarks of Fortinet, Inc., and other Fortinet names herein may also be trademarks of Fortinet. All other product or company names may be trademarks of their respective owners. erformance metrics contained herin were attained in internal lab tests under ideal conditions, and performance may vary. Network variables, different network environments and other conditions may affect performance results. Nothing herein represents any binding commitment by Fortinet, and Fortinet disclaims all warranties, whether express or implied, except to the extent Fortinet enters a binding written contract, signed by Fortinet's General Counsel, with a purchaser that expressly warrants that the identified product will perform according to the performance metrics herein. For absolute clarity, any such warranty will be limited to performance in the same ideal conditions as in Fortinet's internal lab tests. Fortinet disclaims in full any guarantees. Fortinet reserves the right to change, modify, transfer, or otherwise revise this publication without notice, and the most current version of the publication shall be applicable.

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