AD
How to build a cloud pipeline
Preferably start with your existing customers, you know their business model, way of thinking and purchasing decision process. The first step is to identify customers with security pain points that are relatively simple to ease.
Fortinet Insert
Add known compliance requirements to your created pipeline (Platform) • Any regulation you are aware of and must do something with IT • Solutions are used for compliance, control, visibility • If you know anything about the integration/compatibility of aforementioned tools Add mobility status (Network) • All information you know about edges on prospect side • Anything you know about remote work/home office policies and practice Trusted relationship • Better to start with a customer that we have known well, having a good relationship • SAP Hana not for beginners, that scenario is more complex and demands advanced skillset • Customers that are using multiple cloud services are the best (focus on AWS, MSDT, GCP, OCI) List your customers that are using cloud services and what services (Applications) • Customers with M365 should be the core audience due to Fortinet’s strong offer
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GOAL: Create a pipeline for the next 6-12 months (at least 5 customers). Our purpose is to gain cloud security sales experience, to establish cloud security sales practices and to acquire net new cloud security customers. The revenue has secondary relevance, more important to win our first deals and develop basic competencies.
Next steps?
Cloud Business Model Adoption
Enroll on the Fortinet Engage Partner Program as Cloud partner OR (If you are already a partner) add the Cloud Business Model to your Company profile 1
and work on your joint plans 2
Enroll (for new partners)
Contact your Distribution or Fortinet Channel Account Manager
membership levels) with your Account Manager 3
Share your existing Cloud expertise (certifications and
Expand with Cloud (for existing partners)
download the Cloud assets 4
Public Brochure (public)
Visit the Fortinet partner portal for more information and
Partner only assets: • Cloud Partner Playbook • Cloud Business Plan • Cloud Assets
You must be logged into the Fortinet Partner Portal for these Partner Only links to work
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