Partner Case Study Series | Fortinet

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How Fortinet drove success in the Microsoft commercial marketplace.


Founded in 2000 and headquartered in Sunnyvale, California, with more than 7,000 employees, Fortinet develops and markets cybersecurity software, appliances, and services to empower its customers with intelligent, seamless protection. With 16 solutions available on Microsoft Azure Marketplace and 13 Co-sell Ready solutions, Fortinet uses the global reach of the marketplace to increase awareness of its offerings and gain new customers.


New and seasoned partners alike often ask, “How can we be successful in Microsoft AppSource or Azure Marketplace?” For Fortinet, a Microsoft partner since 2016 and 2020 Partner of the Year Award winner, success in the commercial marketplace has come from an iterative process with an emphasis on understanding the buyer journey, educating customers, and investing time and energy into constantly improving its approach.


“We knew we needed to find a strong partner to help us go-to-market via marketplace and meet the increase in customer demand for self-service cloud applications. Microsoft and Azure Marketplace came to mind first, and they delivered. Through deep collaboration, Azure Marketplace brought not only prospects and buyers, but also the data and analysis we needed to optimize our buyer’s journey and marketing spend,” said Frederick Harris, Fortinet Director of Cloud Self-Service Programs.


Fortinet published its award-winning FortiGate Next-Generation Firewall - Single VM solution on Azure Marketplace to reach IT professionals and cloud developers who need to secure their data and applications. FortiGate enables broad protection and automated management for consistent enforcement and visibility across hybrid cloud infrastructures. Fortinet collaborated with Microsoft, starting in April 2019, to deliver the Advanced Threat Protection Azure Marketplace campaign designed to increase pay-as-you-go (PAYG) revenue. Harris noted, “We were excited to partner with the commercial marketplace team on the campaign to build awareness, drive increased engagement via free Test Drives, and gain new customers.”


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