Exclusive Networks Takes Fortinet Distribution Global, Removing Friction from Multinational Deals, Podcast

By Doug Green “It certainly eliminates the speed bump.” That is how James Walters, VP Strategic Vendors and Alliances at Exclusive Networks, describes the impact of the company’s appointment as a Fortinet Global Distributor. In this TR Podcast, Walters explains that the new designation builds on a relationship with Fortinet spanning more than 25 years, while giving Exclusive Networks a framework to better support partners and customers pursuing cross-border and multinational opportunities. At the center of the new model is a global deal desk designed to centralize multinational transactions. Walters says Exclusive Networks can help coordinate requirements that previously had to be handled market by market, including payments, tax alignment, support documentation and support-of-record issues. The result, he says, should be fewer administrative requirements, faster sales cycles and improved revenue recognition for partners and their customers. Under previous arrangements, multinational deals often required partners to work through local teams and local processes, creating inconsistencies in technical support, deal structure and transaction velocity. The new framework is intended to remove those friction points while preserving Fortinet’s partner protections. It is aimed at global systems integrators and large international partners, but Walters says regional resellers with customers expanding internationally should also engage Exclusive Networks. The opportunity also extends to enterprise customers and MSPs. Enterprises operating across multiple countries can use the model to accelerate Fortinet deployments and strengthen security posture across locations. MSPs, meanwhile, can use Exclusive Networks’ global go-to-market support to expand Fortinet technology across multinational customer environments, with support spanning pre-sales, point of sale, implementation and lifecycle management. Walters describes the designation as a natural next step in an already strong Fortinet relationship. His message to partners is straightforward: whether they are global integrators, MSPs or regional resellers beginning to follow customers into new markets, Exclusive Networks now has a broader global structure to help them take Fortinet solutions across borders with less friction and more consistent support. Visit www.exclusive-networks.com Watch the TR Podcast to learn more.