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Partner Profitability Minute: All Encompassing, Margin-Rich Security Solution To Win SMBs

Most MSPs know first-hand the road is rocky when it comes to getting SMBs to modernize their security landscape, but one solution provider has helped his customers avoid the potholes.

Most MSPs know first-hand the road is rocky when it comes to getting SMBs to modernize their security landscape, but one solution provider has helped his customers avoid the potholes.

All it took was the right vessel and the proper tools.

“A lot of MSPs are still on that break/fix model, or they’re really only touching the customer when they need to. You really need to be more proactive. You need to get a seat at the table,” says David DeCamillis, vice president of sales and marketing at Platte River Networks.

That seat is your ticket to more margin. Platte River Networks works with SMBs in almost every vertical, including manufacturing, financial and construction. In many of these verticals, security infrastructure isn’t an option. “And, since these companies outsource their IT department, we become the IT department,” DeCamillis says.

That’s why it’s crucial DeCamillis has:

  • The right vessel, or vendor partner
  • The proper tools – a security solution tailored to his SMB customers that includes MSP training and support for his staff
  • “The security fabric allows partners to really deliver an all-encompassing solution, and it will allow them to consolidate vendors, integrate technologies and make management of those technologies very easy and margin-rich for partners,” says Jon Bove, vice president of channel sales at Fortinet.

    “Margins are nice, and obviously Fortinet does well in taking care of us. It’s very easy to register deals. Most of the security features are actually included in the box or accessible within that physical box. But really, it’s more about the solution,” DeCamillis says.

    Fortinet’s security fabric solution is easy to implement, manage and scale. You can see your customers’ entire security posture through a single pane of glass. Plus, technical and sales training are included.

    “The keyword is partnership. It’s communication. It’s access. The only vendor that I’m getting leads from today is Fortinet,” DeCamillis says. “In fact, literally while I was walking up here, I got a lead from Fortinet, and it’s right here in the Fortinet partner portal. I go on here easily and get all of the information on the lead. I can reach out to my Fortinet team and find out what they know about the lead, and we can jointly go after that lead and try to convert them.”

    To learn more about this all-encompassing, margin-rich security solution, visit Fortinet.com.

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