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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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Why is now the right time to make the push into larger markets?

Xie: Traditionally, we do much more with SMB because a lot of channel partners actually help us with that. But with the new trends in network security, we see the fabric approach more benefiting a lot of enterprises. That's just one part of it. First, we were very successful in the Fortune 100 big enterprise because they are a very technical buyer, and same for the carrier service provider. With less marketing in comparison to some of our competitors, the technical buyer loved the product. That's where we feel if we can invest a little bit more in enterprise, eventually we can also do much better than some of our competitors.

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