From Transactions to Transformation: How Fortinet is Redefining Partner Profitability in the GCC

Fortinet – As the UAE and GCC markets reach a new level of digital maturity, the relationship between vendors and the channel is evolving into one of deep, strategic collaboration. In an era where customers face increasingly complex security landscapes—from the cloud to physical infrastructure—the value of a partner is no longer measured by volume alone, but by their ability to deliver specialized expertise and tangible business outcomes.

In this edition of Dubai Diaries feature, Shane Grennan, Senior Director, Partner Sales & Business Development, Middle East at Fortinet, discusses the critical role of broad market coverage and technical investment. From the evolution of the FortiRewards program to the shift toward a unified “Platform approach,” Grennan explains how Fortinet is empowering a diverse ecosystem of partners to solve more customer problems, capture higher margins through managed services, and achieve sustainable growth in the region’s most competitive sectors.

1.⁠ ⁠Which partner types are you betting on most in the UAE/GCC right now – resellers, MSSPs, GSIs, cloud partners—and why?  

The UAE is a very mature market and as such it is rich with different partner types needed to fulfill customer requirements. The Fortinet ENGAGE Partner Program offers value and support to all of them, whether they be focused on Cloud, SecOps, SASE, Application Security, Network Security or OT. We use this program and close collaboration to engage with GSI’s, LSI’s, MSSP’s, Cloud partners and cyber physical partners to add value to UAE customers across the whole market.   

For us, it’s less about any one partner type and more about broad market coverage to ensure customers can use the right partner to support their business with Fortinet.   

2.⁠ ⁠What’s changed in your channel strategy in the last 12 months?  

The Fortinet strategy is one of focus. We continue to invest in people to drive this journey with partners and that will continue in 2026. We are adding depth to this to provide clarity for partners on the return of their technical investment both in completing projects and via the FortiRewards program.   

3.⁠ ⁠Where do partners actually make the best margin with you today – new logos, renewals, managed services, or attach (e.g., SOC, MDR, training)?  

Where partners can deliver value to Fortinet and our shared customers through their expertise, that value translates to profitability. Certainly, bringing new logos is very important and that is supported in the FortiRewards program. Delivering and supporting complex projects is also very important, in areas such as AI driven SecOPs, Cloud and SASE.  Where partners can deliver services, both professional and managed, it drives their profitability.   

4.⁠ ⁠What incentives are you using to reward outcomes, not activity?  

Fortinet has a very comprehensive FortiRewards program focused on outcomes. It offers all partners financial rewards for outcomes, whether they are big or small and across a wide range of solution areas.   

5.⁠ ⁠If a partner is competent but not winning deals, what do you do differently – technical enablement, joint account planning, demo environments, partner-led workshops?  

When a partner commits and collaborates with Fortinet and builds competence, both parties are aligned and committed to joint success. This means we plan and execute closely together across all elements of a plan, ensuring a positive outcome for both sides.   

6.⁠ ⁠Partners carry multiple security vendors – so what makes them lead with you in real customer conversations?  

Yes, today’s cybersecurity environment means customers and partners carry a multi-vendor stack. Partners clearly understand the value of Fortinet solutions, what business issues they address and how collaborating with the Fortinet sales team drives their business. As the market continues to move to a Platform approach, Fortinet’s extensive portfolio allows partners to address more customer problems with us than any other vendor. This drives value and efficiency for partners, and, coupled with the close relationship we enjoy with them, delivers clear success.