May 2024

EMEA Deal Registration

Partner Training
New Deal Registration Program

DEAL PARTNER BENEFIT

Net New Opportunity
A Minimum of +3% points on
From $ 5 000 Public Price All Fortinet Partners
top of recommended Discount
Trade Up Opportunity + 3% for Specialized Partners
From $ 5 000 Public Price Registration Valid for 90 Days A Minimum of:
Partner must provide - 25% points on top of recommended
Significant Details Partner can extend twice Discount in Marketplace for partners
with Cloud Business Model
DR for Marketplace - 20% without Cloud Business Model
NFR, Lab Units, RFI, Stock Monthly Update
DR benefits can only be applied
Order, Run-rate
to net new DR opportunity only
For Duplicate DR, FTNT can (Not to Trade-UP Opportunity)
BOM honor all, one, or none
Failing to provide monthly
Registration through
Partner Portal update will deny the registration
code

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Deal Registration Section – Partner Portal (PP)
To access the Deal Reg, please click ‘View Opportunities’, from section ‘Manage Deals’ or ‘Deal Reg’ in the
black ribbon

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 Deal Registration Dashboard – Partner Portal
This is the view of a Partner Lead Administrator, who can see:
- DR opportunities he created
- DR opportunities assigned to him
Please contact your Fortinet Representative
if you want to be a Lead Administrator
- DR opportunities created by other members of his company
He can assign a DR to another member of his company

Approved Open Opportunity Registrations Closed Lost Opportunity Registrations

-List of opportunities approved by FTNT Sales. -List of opportunities Closed Lost.

Closed Won Opportunity Registrations

Denied Opportunity Registrations
Opportunity Registrations Pending Approval -List of opportunities Closed Won.
-List of DR denied by FTNT Sales.
-List of DR submitted.

© Fortinet Inc. All Rights Reserved. 4

 Deal Registration Dashboard – Partner Portal
This is the view of a Partner NOT Lead Administrator, who can see:
Please contact your Fortinet Representative
- DR opportunities he created
if you want to be a Lead Administrator
- DR opportunities assigned to him

Closed Lost Opportunity Registrations

Approved Open Opportunity Registrations
-List of opportunities Closed Lost.
-List of opportunities approved by FTNT Sales.

Opportunity Registrations Pending Approval Closed Won Opportunity Registrations Denied Opportunity Registrations
-List of DR submitted. -List of opportunities Closed Won. -List of DR denied by FTNT Sales.

© Fortinet Inc. All Rights Reserved. 5

 Submit a Deal Registration – Partner Portal

Click ‘Register New Opportunity’. Most fields are

mandatory to fill out.

IMPORTANT: either New Business

Opportunity or Trade Up Opportunity can
be registered
If both products are included in the Opp,
please submit two separate DR requests

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 Submit a Deal Registration – Partner Portal
• NEW! At the beginning of the form please mark the
check box if you want to submit Trade Up
Opportunity. Once the checkbox is marked, you will
need to enter the Trade Up ID already provided by
your distributor upon your request.
• Fields to be included in both New or Trade Up DR:
end user and company name, address, phone
number.

*Not available on Trade Up Deal Registration © Fortinet Inc. All Rights Reserved. 7
 Submit a Deal Registration – Partner Portal
• Fields to be included in both New or Trade Up DR:
estimated close date, interested security solutions
and estimated amount, details of deal in description,
notes, attachment.
• Attachment can be also a Bill of Material exported for
example from Intangi/Iris configuration tool.
• Deal Reg Type: possible values are ‘Resale’ or
‘Managed Service (MSSP)’ or ‘Marketplace’*. If
Marketplace, the Customer Marketplace Account ID
is requested
• Before submitting the form, you have to approve our
Terms & Conditions

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 Submit a Deal Registration – Partner Portal

Please read also carefully the following statement at the beginning of the submission. process

By continuing, at the end of the field completion process, you will be asked to reconfirm the following.

If you select ”No” from the drop-down menu, you will confirm the products and service are for your Authorized Territory and
you can continue the Deal registration Process.
If you select “Yes” from the drop-down menu, the following message will appear, and you will not be able to proceed with
the Deal Registration Submission and invited to contact the mail address highlighted to receive support.

© Fortinet Inc. All Rights Reserved. 9

Fortinet Deal Registration for Marketplace*
Opportunity Information – what is different

Select the Deal Registration

for Private Offers (choose
from the drop-down list)

Provide the relevant customer

identification number (each
marketplace provider grants a
unique ID for the transactional
capable resellers)

Select the marketplace

provider in the position of a
Distributor. (from the drop-
down list)

*Not available on Trade Up Deal Registration © Fortinet Inc. All Rights Reserved. 10
Submit a Deal Registration – Partner Portal

• Deal Dashboard > The new opportunity is listed

under section ‘Opportunity Registrations Pending
Approval’

• An email is sent to the partner and Distributor

confirming receipt of the DR.
• You will receive a response from Fortinet within 5
business days.
• If no response, the request should
be considered as denied.

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Deal Registration Denial

• The Denied Opportunity will move from

Pending Approval section to Denied section
within the Opportunity Dashboard

• An email is sent to the Partner confirming the

denial

• You can find the notes and reason for denial

by clicking on the opportunity

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Deal Registration Approval

• An email of the approval is sent to the

Partner
• The email has a link to the Partner Portal

• When the opportunity is approved by

Fortinet, the deal registration moves from
Pending Approval section to Approved
section within the Opportunity Dashboard

• The expiration date is automatically set at

90 business days to close

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Bill Of Materials (BOM)

• An email is sent to Partner once

Fortinet Account Manager has created
and updated the Bill of Materials.

• Section Approved Open Opportunity

Registrations, you can click on the
opportunity and can see:
- SKU
- Description
- Quantity

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Closed Won / Closed Lost – Partner Portal

• Fortinet Account manager will update the

stage of the opportunity to either Closed
Won or Closed Lost. The opportunity will
then be listed under the corresponding
section on your Dashboard

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Other Functionalities

• Fortinet Account manager can extend opportunities upon a written request from Partner
(Deal Registration Opportunity can be extended twice for two successive periods of 90 days)
• Partner can update opportunities (notes function in DR dashboard)
• Partner can reassign opportunities to another team member (reassign function in DR dashboard)
• These 2 functionalities (update and reassignment) are available when the DR is pending Fortinet’s
approval or after the DR has been approved by Fortinet
• Partner can export in Dashboard data in Excel and search for specific deals

© Fortinet Inc. All Rights Reserved. 16

Update Opportunity – Partner Portal

• Partners can insert notes in their DR Dashboard.

• Writing notes is a functionality available to Partners only
(not Distributors)
• Notes can be submitted once DR is approved and also
when it’s pending Fortinet’s approval
• Once notes have been submitted, Fortinet Sales receive an
email informing of this update
• Distributors are not informed when notes are inserted, but
they can see all notes in their DR dashboard
• Fortinet Sales can also write notes. These notes will be
visible on your DR dashboard.

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Reassign Opportunity – Partner Portal

• If partner member is Lead Administrator, he can

reassign the opportunity by:
- Clicking on the DR opportunity listed in his
dashboard
- Bottom of the page, click ‘Reassign’
- Select another Team Member
- Click ‘Reassign’

• Both Distributor and Lead Administrator Partner

can see to which partner member the
opportunity has been assigned on their DR
dashboard

• Reassignment can be made when the DR is pending Fortinet’s approval or after the DR has
been approved by Fortinet

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Opportunity reassigned - Email

• Partner member now in charge of the DR is informed by email of this reassignment

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Search and Excel – Partner Portal

• Search function
• Export function (Excel)

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Need Help?

Self Service • Access training material on Partner Portal

• Questions about the program can be sent to

Fortinet [email protected] or to your
Fortinet channel Account Manager

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