Sales and Marketing Content/Program Development


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 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 ( 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.

Find out more

Fortinet continues to employ the vertical strategy developed by APS.