Mindware, one of the leading Value Added Distributors (VADs) in the Middle East and Africa, has extensively strengthened its security capabilities and portfolio. This will enable its channel partners to address the growing cyber security needs of enterprises across the Middle East and Africa (MEA) region.

Following the acquisition of Arrow ECS, Mindware inherited a large portfolio of security vendors. Among others, the revamped portfolio now includes Barracuda Networks, Forcepoint, McAfee, RSA, and Trend Micro.

Mr. Nicholas Argyrides, General Manager – Gulf at Mindware explains, “For today’s CIOs, IT security has become one of the highest priorities considering the increasing number as well as sophistication of cyber threats. As organizations undergo digital transformation and expand their digital presence, they, unsurprisingly, become more vulnerable to cyber-attacks. Technology trends such as Cloud Computing also increase similar risks. As such, the security shielding of companies needs to evolve, so as to include the latest security solutions coupled with best practices. This will ensure that the organization is not compromised in any way.”

“Against such scenario, we see the security business as being one of the major growth drivers for Mindware and our partners. Our focus in this segment will, of course, mean an increased investment in resources, training and certifications.”

Mindware has been steadily building out its security team and, by now, has a healthy spread of security specialists installed in every key country across the region. They work with partners to ensure that the various security vendors in Mindware’s portfolio are well-represented and promoted. The team comprises of product managers assigned to the various security vendors. These product managers work closely with the vendors to plan and implement strategies to increase market penetration. In addition, there is a parallel team of certified and highly skilled pre-sales engineers. These engineers are not only proficient in helping partners conduct proof of concepts (PoCs) but, upon request, also supporting when it comes to the actual implementation. This is especially helpful for those partners that are yet to develop their skillsets for particular solutions or technology verticals.

The distributor has also developed robust capabilities in conducting demos and PoCs pertaining to every single one of its security vendors, always in conjunction with its system integrator partners.

“These PoCs carried out by Mindware and our partners are often executed by deploying the product in a virtual setting in the end customer’s datacentre, which is fast becoming the favoured mode when it comes to testing. Alternatively, we also support partners in conducting PoCs by physically installing products on prem. These demos allow potential customers to test the solutions prior to a full-fledged implementation, which is invaluable in demonstrating the effectiveness of a particular offering,” said Mr. Argyrides.

The Cloud team at Mindware is currently working to identify and add relevant security solutions to the recently launched Mindware Cloud Marketplace in order to create co-sell opportunities for partners using the platform. These solutions are typically those that complement the Microsoft products currently available on the Marketplace and can be sold as a bundle.

Mindware also has agreements with its various security vendors to act as their Authorized Training Centre (ATC). The company regularly conducts training and certification programs across the region for end customers as well as channel partners.

“When it comes to IT security related skills, the general consensus is that there is a need for continuous education in our region. To help enhance skills, we plan and conduct a very dynamic series of seminars and training programmes every month, which are typically attended by both end users and partners. These sessions take into account the constantly evolving security landscape and the specific market needs at that point in time.”

Fortinet’s Engage Partner Program Offers Channel Partners New Enablement Initiatives and More Flexibility to Drive Business Growth

News Summary

Fortinet® (NASDAQ: FTNT), a global leader in broad, integrated, and automated cybersecurity solutions, recently introduced its new Fortinet Engage partner program. The program provides partners with specializations focused on growing markets, including SD-WAN and cloud, customized support and engagement flexibility to accelerate their business growth and expansion.

John Maddison, EVP of products and CMO at Fortinet

“With today’s digital innovations being a catalyst for organizations to evolve their networks and security strategies, we have transformed our partner program so partners can untap new opportunities and rising markets, including SD-WAN. Building on our investment in our partners, the new program offers specializations, updated enablement initiatives and tailored support for unique business models to further partner success.”  

Helping Partners Keep Up With Digital Innovations

Organizations are rapidly evolving and expanding their networks to keep up with the digital economy. By 2023, IDC predicts that the global economy will finally reach “digital supremacy” with more than half of all GDP worldwide driven by products and services from digitally transformed enterprises. As organizations transform their networks, security plays a critical role and also needs to evolve to keep up with new business demands.

Recognizing this, Fortinet designed new enablement initiatives and specializations, allowing partners to take advantage of digital innovations and this changing landscape. Fortinet’s Engage partner program provides greater flexibility on partner engagement, offers customized support to partners’ business models and allows partners to specialize in emerging areas through tailored training and certifications.

Expanding Partner Opportunities Through New Partner Program

Fortinet’s Engage partner program addresses the required technology and sales skills needed from new network ecosystems, such as next-gen branch offices and dynamic cloud environments comprised of multi-cloud and hybrid cloud. The new program is based on three main concepts, including:

• Specializations: Partners are able to select an area of specialization to receive additional support and benefits in their chosen areas. These include: Dynamic Cloud, Secure Access and Branch, Secure SD-WAN and Data Center. Customized training and certifications are available for each of these specializations to help partners upskill in emerging areas, further enabling partners to capitalize on growth opportunities.   

• Business Model: Fortinet offers specialized support for partners that fit the following three business models: MSSP partners, Market Place partners and Traditional Integrator partners. By offering customized support for these unique business models, Fortinet is evolving its partner program to further embrace growing business areas such as the selling of managed services. 

• Engagement: Partners have greater flexibility when determining the level of engagement they want to have with Fortinet. They’re able to select the type of expertise they want developed, the benefits and the revenue stream. This allows partners to select how they want to work with Fortinet to grow their business. As a result, there are four new levels of partnership outlined in the program ranging from Fortinet Advocate, Fortinet Select, Fortinet Advance and Fortinet Expert. More information about what these levels entail is available here.

Partner Supporting Quotes

“As a longtime Fortinet partner, Infosec Partners has been providing our customers with advanced security through the company’s Security Fabric platform approach. Just as the security landscape is everchanging, so are the business needs of our customers. Recognizing this, Fortinet’s new partner program allows us to take full advantage of the growing opportunities that the expanding digital marketplace provides through extensive, tailored support and specializations in areas like SD-WAN, Secure Access and Branch as well as bespoke decoy and deception controls”

Mark Oakton, CISO, Infosec Partners

“Fortinet has the unique combination of product innovation and partner enablement initiatives. Fortinet’s new partner program builds on its existing initiatives, providing specializations focused on high growth areas to enable partners like us to further expand our business. We look forward to leveraging enhanced aspects of the program as we continue to invest in our partnership.”   

– Koshy Oommen, Director – Infrastructure and Security at Intertec Systems LLC 

“As the Managed Security Services Provider (MSSP) market has grown and evolved Fortinet has maintained a steady presence, providing new and innovative solutions to Layer 3 Communications. This enables us to meet the security requirements of our customers. Seeing the new partner program add more incentives for different business models is a true testament of Fortinet’s commitment to helping MSSPs like us grow our managed security services, ultimately leading to maximizing profitability.” 

-Rodney Turner, President & CEO at Layer 3 Communications

“As our customers migrate to the cloud, they depend on NuSpective Solutions to help design and deploy their cloud environment for optimal scale, performance and security. With security being a critical part of our customers’ cloud strategy, Fortinet has been an invaluable partner in helping us provide greater value to our customers in this endeavor. We are pleased with the Dynamic Cloud specialization and the additional training available to us through the new partner program. This enables our team to expand our knowledge and expertise in this growing space.” 

 -Dave McMorrow, Principal and Co-Founder at NuSpective Solutions

“We’re excited about Fortinet’s new partner program. The Missing Link has heavily focused on leveraging Fortinet’s NSE Institute training and certification to become a leading provider, and the results speak for themselves. Fortinet has consistently been one of our fastest-growing vendors, year after year. The granularity and specificity of this program lets partners choose which areas and capabilities they wish to specialize in, including growing markets like SD-WAN. We look forward to continuing to invest in Fortinet to ensure The Missing Link can continue to provide the best level of service, innovation, and security to its clients.”

– Aaron Bailey, Chief Information Security Officer at The Missing Link

“Fortinet continues to provide MSSPs outstanding support as it evolves its new partner program’s enablement to further focus on modern business models like ours. Fortinet has been instrumental in our business success, and we look forward to building on our partnership as we continue to expand our managed services offerings and deliver ever-increasing value to our customers.”

-Brian Page, Chief Technology Officer at Xiologix