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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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What are the key differences between Fortune 100 and mid-enterprise buyers?

Xie: The Fortune 100 companies are all technical buyers, just like the telecom companies. They do their own evaluation testing. They're less influenced by the marketing message compared to the mid-enterprise because they don't have the time, resources or expertise to do the testing and evaluation themselves. They tend to depend on the marketing message. That's why to get into the mid-enterprise, we feel we need to keep enhancing marketing and also closely work with channel partners.

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