Fortinet is taking aim at the operational slog that can hamper multinational cybersecurity deployments with a new global distribution model. It’s meant to ease cross-border execution for eligible partners and their customers.
In mid-July, the vendor unveiled its global distribution framework, naming Exclusive Networks and TD Synnex as the only two distributors operating under the new tier. Designed to simplify multi-country deals, the framework gives partners a single operational point of contact while accommodating local billing, compliance and support requirements in each market.
The new initiative tackles a two-sided operational problem. Partners chasing a multinational contract frequently end up juggling multiple distribution relationships and different requirements across countries. At the same time, enterprise clients in those countries “increasingly need partners that can deliver Fortinet solutions consistently across regions while navigating local market requirements and operational complexity,” said Landon Scott, VP of North America channel at Fortinet.
To address that challenge, Exclusive Networks and TD Synnex are each deploying centralized support models, though both distributors bring distinct strengths to the Fortinet framework.
Fortinet chose TD Synnex for its global footprint and “strong regional capabilities,” Scott noted. The distributor, he added, is “well positioned to help eligible partners coordinate these engagements more efficiently and support customer outcomes across multiple geographies.”
Under the agreement, TD Synnex will coordinate transactions and operational support across regions, while expanding its Fortinet presence across Europe and Asia through dedicated cybersecurity teams.
Exclusive Networks, meanwhile, is directing international deals through a dedicated Global Deal Desk spanning more than 90 countries. The distributor said the structure eliminates the need for partners to source products through multiple distribution parties.
Instead, it will provide centralized coordination alongside local-to-local billing, native-language documentation and tax alignment. The distributor is backing that setup with around-the-clock concierge support and a team of Fortinet specialists.
“Through this expanded distribution agreement with Fortinet, Exclusive Networks gains a structural-capabilities upgrade that strengthens our ability to fully manage international deals of any size and complexity across 90+ countries,” James Walters, VP of strategic partnerships and alliances for Exclusive Networks, told Channel Dive.
The framework does not serve as a blanket program for Fortinet’s entire partner base. The vendor built the initiative specifically for a defined group of global system integrators and large international partners serving enterprises with multi-region footprints.
How many partners will ultimately qualify, how partners will choose or be assigned to a specific global distributor, or how Fortinet plans to manage potential channel conflict across overlapping territories, has not been disclosed. Traditional distributors – including Ingram Micro, Arrow Electronics and Westcon-Comstor – remain active Fortinet partners for standard localized fulfillment, but they are not part of the global distribution framework.
The goal? Getting deals to ‘close more quickly’
While it’s still too early to quantify the program’s exact financial impact on deal size or total partner revenue, Exclusive Networks expects fewer administrative requirements to accelerate sales cycles and improve revenue recognition.
“The goal of this strategic agreement is to dramatically reduce administrative and cross-border complexity so that deals close more quickly,” Walters said, adding that Exclusive Networks wants to “make it easier for our partners to get information, leverage our resources and receive support.”
“That in and of itself is expected to provide faster sales cycles and improve revenue recognition,” he said. “But perhaps more importantly, this new approach will give partners the confidence to expand internationally if they know we’re doing the heavy lifting.”
Beyond channel operations, Fortinet’s distribution rollout follows another major strategic move on the technology side. The vendor recently partnered with Intel to co-develop its next-generation Security Processor 6 custom silicon, furthering Fortinet's overall push to modernize both its core technology stack and its global route-to-market.
