Fortinet works with partners closely to ensure their margins are secured 

"In a competitive market, Fortinet partners build out offerings that help differentiate them from their competitors. Fortinet provides additional enablement at the technical level, including channel sales engineers (SEs) who are responsible for technical enablement with our partners, with the goal of helping them maximize opportunities and building revenue-generating solutions.

We work with partners closely to ensure their margins are secured in any business deal. Fortinet’s partner program is designed to better prepare partners to effectively engage and succeed in today’s security market, this program is based on three basic concepts - Engagement, Business model and Specialisation.  Our Partner Programs mission is to help partners at any level to build a profitable practice through technology and service differentiation that leverages the industry’s best solutions. The Fortinet Engage Partner Program helps partners develop the expertise needed to deliver digital transformation through customizable programs with business opportunity as well as the infrastructure in place to accelerate their growth. Partners are provided flexibility to engage on three business levels - Integrator, MSSP, or Cloud, which provides multiple opportunities to grow different segments of their business, as well as multiple ways to differentiate their offerings with specializations. For those partners with a mature and established professional services practice, the Engage Preferred Services Partner (EPSP) program provides direct vendor support and additional accreditation to increase service sales and delivery excellence.” 

Vishak Raman, Vice President of Sales, India, SAARC and Southeast Asia - Fortinet