Page 2 of 2
Fortinet's Wood and Joe Sykora, senior direct of Americas marketing, now report to Brant, who is overseeing the company's Americas sales. Brant told CRN that Fortinet will remain 100-percent channel with Wood leading day-to-day channel operations.
"There isn't a massive, broad sweeping set of changes we're looking at making," Brant told CRN. "We're very fortunate to have inherited a well-oiled machine."
Brant said efforts will revolve around getting Fortinet partners to drive sales into customers that are bigger than they are used to working with, boosting sales among Fortune 1,000 and Fortune 500 businesses.
"There will be a continued focus on the SMB because that is very near and dear to our heart, but we'll work on how to encourage larger deals," Brant said.
Fortinet has built out a strong technical organization on the back end and will use the team to work with channel partners to help them extend sales into the upper midmarket and enterprise sales, Brant said.
"When you start to get into the veranda of mid-enterprise and above, there's very proof-of-concept that take place there, which requires a pretty expansive knowledge-base on set solutions," Brant said.
Brant who has been at Fortinet for three years, held positions at Breach security and AdmitOne Security, and he was a management contributor to the early years of SonicWall, now part of Dell. While at Fortinet, Brant has been focused on developing a customer base within the Fortune 100. He also worked to broaden the portfolio into healthcare, education, financial services, high-tech and retail sectors.
Fortinet has made a number of moves in recent months to strengthen its product portfolio and boost its reseller program. The company developed a stronger partnership with FishNet Security to help build out FishNet's managed security services using the Fortinet virtual appliance line. The company also has plans for announcements on further developing its unified threat management line. In addition to UTM capabilities, the FortiGate 3,000 series firewall line offers next-generation firewall capabilities, enabling inspection of the application layer. Fortinet is also readying a partner program to foster growth with managed security services providers.
In March, Fortinet announced the acquisition of Coyote Point Systems, a maker of application delivery control and load balancing solutions.