Fortinet seeks partners with database skills

Security vendor looks to build channel for portfolio acquired through IPLocks buy-out

Paul Judd: we see a big opportunity if we can get to the provide Oracle, Sybase or IBM DB2 solutions

Fortinet is looking to recruit database resellers to plug a skills gap in its channel.

The network security vendor bought its way into the database security space in 2008 by acquiring direct-selling vendor IPLocks. Paul Judd, UK and Ireland director at Fortinet, admitted the vendor’s channel was still light on resellers with database expertise.

“Typically our partners are network security-literate, but not many have database skills that enable them to have conversations with the database administrator or risk manager,” he said.

“IPLocks was mainly direct so we see a big opportunity out there if we can get to the people who provide Oracle, Sybase or IBM DB2 solutions.”

Judd claimed Fortinet outmuscled rivals Cisco, Juniper and Check Point over the last year, particularly since its IPO in November.

“If you look at their numbers in the past 12 months, you will not see anything like the 20 per cent growth we did. Clearly we are acquiring market share at their expense," he said.

“One of the great things about being public is now everyone can see our figures and know we are going to be here next year,” he added.