Fortinet reconfigures channel management to aid vertical market push

Security specialist Fortinet has put responsibility across EMEA for channels under one head also coordinating marketing and renewals with the aim of strengthening the ability to target vertical markets.



Security specialist Fortinet has put responsibility across EMEA for channels under one head also coordinating marketing and renewals with the aim of strengthening the ability to target vertical markets.

Up to date the vendor has been successful targeting the telco sector but Emilio Roman, who has been promoted to EMEA director of channel, marketing and renewals said that it expected the revised structure to be even more integrated in promoting and targeting vertical business.

"We will put some focus on verticals and that is our main goal [for integrating departments] but it is not in our strategy to make big changes with our channel," he said.

He added that his initial task would be integrating the three departments but the expectations were that more joined up thinking would increase the revenue opportunities for dealers and produce efficiencies in the way the vendor interacted with its channel.

Roman has been at Fortinet for the last five years and been running country operations in Southern Europe, experience he said that prepared him well for working more closely with the channel.

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