FUTURE TECHNOLOGY
Shane Grennan, Senior Channel Director, Middle East and Türkiye, Fortinet partners do not just expand their reach, they create an army of security experts delivering real-time protection where it matters most.
It is about making security more accessible, proactive, and profitable for everyone involved,” says Fortinet’ s Grennan.
A well-structured MSP ecosystem is the backbone of scalable digital transformation. Vendors that empower their partners with the right tools, automation, and cloud-native solutions do not just expand their market presence; they create a framework for longterm, service-led growth.
With a strong partner ecosystem, vendors benefit from expanded service delivery, faster go-to-market strategies, and
Managed security services empower channel partners with a high-value business model by enabling recurring revenue streams and differentiated offerings. a steady revenue stream built on continuous innovation.“ The MSP model shifts businesses from one-time infrastructure investments to continuous value-driven services,” says NetApp’ s Issa.
For NetApp, this means equipping partners with seamless cloud integration, automated data security, and AI-driven analytics to simplify storage and hybrid cloud management.
Sustainable business for channel
Channel partners can fortify their business model by moving away from legacy product sales to a managed security services model. Check Point’ s MSSP Partner Programme provides a scalable and profitable approach for partners to enhance their cyber security offerings. By leveraging the Infinity Platform, MSSPs gain AI-powered, cloud-delivered threat prevention across networks, cloud, endpoints and IoT, ensuring proactive security.
“ With flexible billing models, competitive pricing and tiered discounts, MSSPs can drive predictable revenue while expanding their customer base. Dedicated support, training and marketing resources further empower partners to differentiate their services, optimise operations and accelerate business growth in an evolving cyber security landscape,” says Check Point’ s Menon.
“ Managed security services empower channel partners with a sustainable, highvalue business model by enabling recurring revenue streams, deeper client engagement, and differentiated security offerings,” adds Help AG’ s Sharma.
The multi-year nature of MSSP contracts ensures financial stability and long-term client retentions, positioning it as a strategic growth driver for partners.
By shifting from one-time sales to ongoing security management, channel partners can turn cybersecurity into a recurring revenue powerhouse by moving to a subscription-based model.
“ This model lets them offer continuous protection, proactive threat response, and compliance-as-a-service, giving clients peace of mind while ensuring long-term business growth,” indicates Fortinet’ s Grennan.
Partners can tap into AI-driven automation, multi-tenant security management, and real-time analytics to deliver scalable, cost-effective solutions.
“ Shifting from traditional IT procurement to managed services can unlock new revenue streams for channel partners. By adopting this model, partners can move beyond infrastructure reselling to delivering outcome-based, subscription-driven services,” adds NetApp’ s Issa.
This ensures businesses receive continuous optimisation, automated security updates, and cost-effective cloud solutions, all without the overhead of managing their infrastructure.
For NetApp partners, this means leveraging AI-powered automation, multi-
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