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CRN Exclusive: Fortinet CEO Xie And CISO Quade On How The Company's Mid-Enterprise Push Creates Channel Opportunities

Ken Xie tells CRN exclusively that Fortinet will continue relying on channel partners for fulfillment and providing services and support as its accelerates its presence in the midmarket.

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More Markets, More Money

Fortinet has grown beyond its traditional SMB, Fortune 100 and telecom carrier customer base, extending into the mid-enterprise through superior technology and increased marketing spend, according to founder, Chairman and CEO Ken Xie and Chief Information Security Officer Phil Quade.

The company has therefore boosted its marketing efforts, particularly in the U.S. and Europe, to help capture more of that mid-enterprise market, Xie told CRN exclusively during the company's Accelerate 18 partner and user conference.

Xie assured the channel that Fortinet will continue working with partners when supporting the mid-enterprise. Even in direct touch instances where Fortinet personnel are directly working with the end customer, Xie said solution providers will be responsible for fulfillment and providing services and support.

Here's what Xie and Quade said channel partners should be watching for as Fortinet accelerates its presence in the midmarket.

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