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Fortinet CEO Ken Xie On Leading The Charge In SD-WAN And Facing Off Against Palo Alto Networks In The Cloud

Michael Novinson

What's been inhibiting partners until now from getting more training across the Fabric?

Partners need to acquire different knowledge. Because in the past, some people dealt more with network security, others dealt more with endpoint security, whether they're both in the partner network or in some enterprise customer's network. So they probably need to see how this can be working together. And also the same thing—some people only deal with networking. So SD-WAN can be different people compared to security. If they see the importance of the whole infrastructure needing to be security-designed and driven together, it'll be much easier for them to learn. Because you have to cross the traditional fields to learn the new stuff. But the space is changing the way. The whole infrastructure needs to be addressed together. So that's where we keep pushing and keep promoting.

Is there anything else you want partners to know about Fortinet that we haven't discussed?

We will just keep investing more with the channel partners. We still feel they are the best at working closely with the customer. And then we'll provide more training, and also additional incentives to working with the partner. Even though I come from an engineering background, the security space probably will be putting more money into marketing itself and, in some ways, the channel. But I still believe working with channel partner will be the best way to get customers to see the benefit of the product.

 
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