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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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Will Fortinet do more direct business as a result of its push into the mid-enterprise?

Xie: Channel is very important. Even though sometimes we'll have direct touch – that means some of our sales SEs are directly working with the customer, but we always go through the channel partner to really fulfill and really include the service and support in there. The channel partner is still very, very important because we understand it's an ecosystem, and each party needs to do their own kind of a job and add value there. We see the channel partner help us open the door a lot. They work closely with the customer because they have the trust of some of the customers there. So we want to keep working closely with the channel partner.

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