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"We have always had profitable partners, and that's due to our high margins as well as our deal protection program," said Krause. "We're also seeing more partners go into cloud-based security services, and they're now seeing the fruits of recurring revenue."
Fortinet has grown its channel team during the past couple of years, at a time when many competitors were cutting back, Krause said. The company's IPO last November has helped drive that expansion, and Fortinet is still bringing on field channel account managers and inside channel account managers, she added.
"The thing that has always resonated with our clients is the simplicity of [Fortinet's] message," said Jonathan Dambrot, managing director of Warren, N.J.-based security solution provider Prevalent Networks.
"Fortinet is also strong from an engineering standpoint and the core product functionality answers a need in the marketplace that the competition has struggled to keep up with," Dambrot added.