Both Symantec and McAfee have moved to put the emphasis on solution selling encouraging resellers to align their skills behind different technologies in the portfolio and Paul Judd, regional director UK at Fortinet, explained that it was making similar moves.
He said that with its database security, email protection it could add networking and Microsoft software specialists to its existing base of security resellers. The recent move to appoint distributor Arc Technology was part of that process.
"Some resellers are working in those places and the priority is the get existing partners geared up for the new technologies but some will need new bases," he said.
Judd added that recovery had already kicked in with the finance sector and it was enjoying an increase in business in that sector.