Network security innovator Fortinet needed to target additional vertical markets but lacked the marketing content and relevant sales prospects.
Develop market-specific Service Provider content in nine distinct markets for global sales team and channel leverage, and create extensive lead generation programs paired with via Salesforce.com CRM.
— Initiated Managed Security Service Provider (MSSP) marketing content development, arming sales team with comprehensive product positioning and sales materials. MSSPs became 30% of Fortinet’s revenue.
— Developed adjacent Retail, Education and other vertical market solution materials.
— Created first CRM (SF.com) Demand Generation programs (responsible for 10% 2004 and 2005 revenues), channel lead sharing portal developed for sharing more than 85,000 created prospects.
— Wrote and published more than 20 whitepapers and customer case studies on security needs for Enterprise, SMB and MSSP markets including regulatory compliance issues.
— Represented Fortinet as the primary launch and analyst/press inquiry spokesperson, and as a presenter at numerous MSSP and vertical industry conferences.