Partner Program Brochure North America - Fortinet

ENGAGE.EXPAND.SPECIALIZE.Fortinet Engage hasa singular goal forour partners:Provide a valuable, flexibleplatform to build a profitableand highly-differentiatedsecurity practice that leveragesthe industry’s best solutions todrive customer success.ProfitabilityFortinet’s industry-leading Security Fabric offersthe flexibility to build solutions that align with yourcustomers’ security needs and consumption models—opening up opportunities for you to become a criticalcomponent of your customers’ success. The programis built to maximize your profitability and expertise.Business SuccessEngage gives you the opportunity to choose how youtransact, how you support your customers, and howyou engage with Fortinet. “Your program, on yourterms” means you can build a security practice thatachieves your business goals while driving success foryour customers.DifferentiationHow your customers choose to consume and leveragetechnology is revolutionizing the cybersecurityindustry – and that revolution is happening quicklyand constantly. Engage sets you up for success witha quick path to expertise and profitability for thesolutions that are driving demand in the market. Sowhile you’re embedding yourself with customers, thecompetition is busy catching up.2

Fortinet Security FabricThe Fortinet Security Fabric platform enables you tocreate new value as your customers embrace digitaltransformation for business agility, performance,and simplicity. The Fabric provides true integrationand automation across an organization’s securityinfrastructure, delivering unparalleled protectionand visibility to every network segment, device, andappliance, whether virtual, in the cloud, or on-premises.At the same time, it unifies security solutions behind asingle pane of glass, makes the growing digital attacksurface visible, integrates AI-driven breach prevention,and automates operations, orchestration, and response.The end result is you, the partner, creating a successfulbusiness outcome that puts your customers ahead of thecompetition, securely.Getting Started:It’s as Easy as 1-2-31ENGAGEDefine your level of engagement: Align our program to your level of experience and thebenefits and billings requirements that fit your business.ADVOCATESELECTYou’re interested in startinga relationship with Fortinet.This level has limitedrequirements and benefits.You’re committed todelivering superior securitysolutions that best fitsmall-to-medium businesssecurity concerns.2You have proven successdelivering the full spectrumof Fortinet’s solutions withcertified staff to handlevarious implementationrequirements from yourcustomers.EXPERTAs part of this group ofproven Fortinet solutionexperts, you havedemonstrated consistentlyhigh revenue and can deliverthe full range of Fortinetsolutions, with experts onstaff to manage complexdeployments.EXPANDSelect your business model: We know you transact in different ways, so we’ve built that flexibilityinto our program.INTEGRATORYou’re primarilyreselling tocustomerson-premises,but offer somemanaged services.3ADVANCEDMSSPMost, if not all,of your billingscome from sellingmanaged securityservices.MARKETPLACEYou wereborn-in-the-cloudor are a cloudcertified partner.SPECIALIZEDifferentiate yourself with specializations: In a fast-moving industry, our specializations help youquickly elevate yourself in a crowded field with training, enablement, and targeted solutions so you canexpand your capabilities and offerings while driving growth and profitability.3

BENEFITSIntegrator Authorized to Resell Fortinet SolutionsMSSPall Integrator benefits plus: Exclusive Access to Fortinet MSSP Portfolio Access to Deal Registration Program and Additional AssociatedDiscounts5ADVOCATESales SupportMarketplaceall Integrator benefits plus: Ability to Purchase VM Solutions Via Distribution Which Can beInstalled in a Public Marketplace (BYOL) Access to Renewal Assets Eligible for Not for Resale Demo (NFR)5 Eligible for FortiRewards Program5 Competitive Recommended Discounts1 Fortinet Support Portal AccessTechnical Support On-Premises Hardware Virtual Machines SAAS SolutionMarketing and Communications Eligible for Joint Marketing Funds5 Access to Partner Portal, Webinars, NewslettersSELECTPlus All ADVOCATE BenefitsSales SupportPlus All ADVOCATE Benefits Eligible for Specialization “Sell-To” Specific Discounting (for Internal Needs)5 Featured on Partner Locator Eligible for Specialization Featured on Partner LocatorPlus All ADVOCATE Benefits Ability to Purchase Directly from Public Cloud/Private Cloud Provideror Distributor Marketplace Eligible for Specialization Featured on Partner LocatorTechnical Support Direct Access to Fortinet Support2Marketing and Communications Preferential Access to Joint Marketing Funds5Plus All SELECT Benefits Fortinet Channel Account ManagerADVANCED Eligible for Joint Marketing Funds5 Fortinet Channel Marketing Manager Eligible for Vendor Incentive Program5 Direct Access to Fortinet Support2Plus All SELECT Benefits Free Fortinet Developer Network (FNDN) Yearly Subscription—FNDN Developer Toolkit and FNDN Deploy Toolkit3 Fortinet Channel Account Manager Fortinet Channel Marketing ManagerSales Support Eligible for Vendor Incentive Program5Plus All SELECT Benefits AWS: Eligible to apply for Consulting Partner Private Offer (CPPO)5 Dedicated Cloud Expert Using BYOL: Discount Same as Integrator Access to Pay-as-You-Go Direct Purchase from Cloud Marketplace(AWS, Azure, GCP, AliCloud) Eligible for Vendor Incentive Program5Technical Support VM Solutions AvailablePlus All ADVANCED Benefits Access to Vendor Incentive Program5Plus All ADVANCED Benefits Access to Vendor Incentive Program5Plus All ADVANCED Benefits Solution/Service Discovery Workshop5 Solution/Service Development Support5 Run-Rate Booster Workshop: Review of Portfolio,Architecture, Sales5Sales SupportEXPERT Customer POC, RFP Support5 Co-Marketing Support in Collaboration with Partner CSP (if offered)5 Exclusive Invitations to Fortinet Technical Events5Technical Support1. Discount increases with partner level. 2. If compliant with NSE Certification. 3. The Fortinet Developer Network (FNDN) is a subscription-based community built to help administrators/developers enhance and increase the effectiveness ofFortinet products. It can help create applications to interact with Fortinet products like custom web portals, automated deployment and provisioning systems, and scripted tasks. 4. Requires approval by Fortinet and AWS. 5. Subject to region Free Yearly Subscription to: FortiConverter License, a multi-vendorconfiguration migration tool for building FortiOS configurations FortiDeploy License: Enable zero-touch bulk provisioning for yourFortiGate, FortiWifi or FortiAP products FortiPortal VM License: Virtual machine which includes both wirelessand security features of FortiPortal, includes management of 10FortiGates and 100 FortiAPs. Requires FortiGate as a wirelesscontroller, FortiAnalyzer, and FortiManager

SELECTADVOCATEREQUIREMENTSBusiness RequirementsTraining RequirementsBusiness RequirementsIntegratorMSSPMarketplace Fortinet Integrator Questionaire Fortinet MSSP Questionaire Fortinet Marketplace Questionaire Valid Partner Agreement Valid Partner Agreement Valid Partner Agreement Proof of Existing Relationship with:- Microsoft Registered- AWS Registered Primary Business Face-to-Face Selling Model 1 NSE 1, 1 NSE 2 1 NSE 1, 1 NSE 2 1 NSE 1, 1 NSE 2 Fortinet Integrator Questionaire Fortinet MSSP Questionaire Fortinet Marketplace Questionaire Valid Partner Agreement Valid Partner Agreement Valid Partner Agreement Primary Business Face-to-Face Selling Model Minimum 8x5 Security Operations Center Sales Volume Requirement5 Test Lab Environment Provide Level 1 Support Annual Sell To and Sell Through Revenue5 Proof of Existing Relationship with:- Microsoft Cloud Service Provider- AWS Select Partner 12-Month Business Plan Review Sales Volume Requirement5 POS Reporting Annual Support Ticket Review Business Review, 3 Months Prior to Contract RenewalADVANCEDTraining RequirementsBusiness Requirements 1 NSE 1, 1 NSE 2, 1 NSE 3, 1 NSE 4, 1 NSE 5 (exam) 1 NSE 2, 1 NSE 4 (recommended), 1 NSE 5 (exam),1 NSE 7 (Cloud) Fortinet Integrator Questionaire Fortinet MSSP Questionaire Fortinet Marketplace Questionaire Valid Partner Agreement Valid Partner Agreement Valid Partner Agreement Primary Business Face-to-Face Selling Model Minimum 8x5 Security Operations Center Sales Volume Requirement Test Lab Environment Sales Forecasting Annual Sell To and Sell Through Revenue5 Proof of Existing Relationship with:- Microsoft Cloud Service Provider- AWS Select Partner Lead Follow Up and Reporting 12 Month Business Plan Review Quarterly Business Plan Review POS Reporting Hold Co-Marketing End-User Events Annual Support Ticket Review Sales Volume Requirement5 Provide Level 1 SupportTraining RequirementsEXPERT 1 NSE 1, 1 NSE 2, 1 NSE 4Business RequirementsTraining Requirements 2 NSE 1, 2 NSE 2, 2 NSE 4, 1 NSE 5 (exam),1 NSE 7 (Ent-FW or ATP) 2 NSE 1, 2 NSE 2, 1 NSE 3, 2 NSE 4, 2 NSE 5 (exams),1 NSE 6 (technology), 1 NSE 7 (Ent-FW or ATP) 1 NSE 2, 1 NSE 3, 1 NSE 4 (recommended), 1 NSE 5 (exam),2 NSE 6 (unique technologies), 2 NSE 7 (Cloud) Fortinet Integrator Questionaire Fortinet MSSP Questionaire Fortinet Marketplace Questionaire Valid Partner Agreement Valid Partner Agreement Valid Partner Agreement Primary Business Face-to-Face Selling Model 24x7 Security Operations Center Sales Volume Requirement Test Lab Environment Sales Forecasting Annual Sell To and Sell Through Revenue5 Proof of Existing Relationship with:- Microsoft Cloud Service Provider- AWS Select Partner Lead Follow Up and Reporting Certain Percent of Revenue from Services5 Quarterly Business Plan Review 12 Month Business Plan Review Hold Co-Marketing End-User Events POS Reporting Provide Level 2 Support Semi-Annual Support Ticket Review 2 NSE 1, 2 NSE 2, 1 NSE 3, 3 NSE 4, 2 NSE 5 (exams),2 NSE 6 (unique technologies), 1 NSE 7 (Ent-FW or ATP) 2 NSE 1, 2 NSE 2, 1 NSE 3, 4 NSE 4, 3 NSE 5 (exams),2 NSE 6 (unique technologies), 2 NSE 7 (Ent-FW or ATP)1. Discount increases with partner level. 2. If compliant with NSE Certification. 3. The Fortinet Developer Network (FNDN) is a subscription-based community built to help administrators/developers enhance and increase the effectiveness ofFortinet products. It can help create applications to interact with Fortinet products like custom web portals, automated deployment and provisioning systems, and scripted tasks. 4. Requires approval by Fortinet and AWS. 5. Subject to region Sales Volume Requirement5 1 NSE 2, 1 NSE 3, 1 NSE 4 (recommended), 2 NSE 5 (exams),2 NSE 6 (unique technologies), 3 NSE 7 (Cloud)

1 SD-WANSales Training(Reseller orMSSP)SPECIALIZATION BENEFITS 1 Secure AccessSales Training 1 Data CenterSales Training 1 Dynamic CloudSales Training 1 NSE 7Secure Access 2 NSE 7 (any) 1 NSE 4 1 NSE 7 (Cloud) 1 SD-WANTechnicalTrainingSales Support: Specialization Badge and Featured on Partner LocatorSELECTSELECTSPECIALIZATION REQUIREMENTSTechnical Support: Discounted Specialization-Specific Not for Resale (NFR) Kit,Access to Communities 1 SD-WANSales Training(Reseller orMSSP) 1 Secure AccessSales Training 1 Data CenterSales Training 1 Dynamic CloudSales Training 1 NSE 7Secure Access 3 NSE 7 (any) 1 NSE 4 1 NSE 7 (Cloud) 1 SD-WANTechnicalTrainingADVANCEDADVANCEDPlus All SELECT BenefitsSales Support: Eligible for 1 Exclusive Accelerate Pass1 1 SD-WANSales Training(Reseller orMSSP) 1 Secure AccessSales Training 1 Data CenterSales Training 1 Dynamic CloudSales Training 1 NSE 7Secure Access 1 NSE 8 1 NSE 4 1 SD-WANTechnicalTrainingSpecializations only available to compliant Select and above partners. 1 NSE 7 (Cloud)Technical Support: Eligible for 1 Exclusive Xperts Academy Pass1EXPERTEXPERTPlus All ADVANCED BenefitsMarketing Support: Eligible for Joint PR Activity1 . Subject to regional availability.