Power 100: The Most Powerful Women Of The Channel 2011 (Part 2)

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Kendra Krause

Vice President, Channel Sales,Fortinet

Years in position: 3
Years in channel: 13

Highlights: Krause signed more than 400 new partners in the Americas to fill in coverage in specific territories and vertical markets; increased Americas channel revenue by 20% year over year; added new channel programs; and continued to focus on feedback from the Fortinet Partner Council, which is comprised of 15 key VAR members who provide valuable field input. Based on the council's feedback, Fortinet modeled its support and programs to meet partners' needs. Fortinet also launched the "Trade up and Trade in" program.

Goals: Today's go-to-market strategy is changing, according to Krause, and Fortinet will continue to have product offerings, solutions and channel programs for partners to sell in the new markets. Cloud offerings and managed solutions are continuing to drive the market and it is important to not only have solid security products but also channel programs to support our partners, she says.


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