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Fortinet bolsters MSSP support in response to market growth

The growth in partners becoming managed security service partners has led to Fortinet aligning its channel team to support the growth

Fortinet is beefing up its support for managed security services players as it brings on board more resources to help deal with growing demand.

The vendor has noticed that many of its existing partners have started to provide more managed services to their customers and there are also MSPs that are looking for the security piece of the jigsaw that are also targets for the firm.

David Park, director channel & commercial sales UK at Fortinet, said that it had made an extra hire to focus on managed security players, who would be starting in September, and it was expecting that area of the channel to get increasingly busy throughout the rest of the year.

“We are continuing to invest in our channel resources,” he added “We are seeing more and more growth in the managed security services area and more of our partners adopting managed security services propositions.”

“It is a mixture of existing partners and fresh blood. We are seeing partners whose entire business is created on a managed services platform and also traditional resellers who are carving out that type of business realising they need to be offering that to their customers,” he added.

"I have aligned channel acoount managers to look at that  managed security services area and it is their job to go out and communicate the benefits of Fortinet in that environment and help to recruit partnerso soi they can adopt and deliver new security services to their customers," he added.

The moves by Fortinet echo an experience that other vendors and industry observers are noting is happening right across the security channel.

Managed security specialists represent the fastest growing segment in the market according to IDC and that is leading to more vendors creating solutions that fit the needs of those paying for security as a service.

"MSS is the fastest growing segment of the security market. This primarily results from the lack of in-house resources required to address the triple-threat driving the security industry: the evolving threat landscape, mounting regulatory requirements, and growing digital transformation,” said  Dominic Trott, research manager, IDC European Security.

“Enterprises are taking the pragmatic approach of pursuing MSS as a means of plugging the gaps in capability and resources. From here, MSS providers able to prove their worth are likely to be rewarded with greater responsibility as customers become more attuned to externalization,” he added.​

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