{"id":175415,"date":"2026-01-07T17:15:00","date_gmt":"2026-01-07T22:15:00","guid":{"rendered":"https:\/\/testing.news-you-need.com\/index.php\/2026\/01\/07\/fortinet-taps-dh-to-drive-smb-midmarket-cybersecurity-sales-growth\/"},"modified":"2026-01-07T17:25:07","modified_gmt":"2026-01-07T22:25:07","slug":"fortinet-taps-dh-to-drive-smb-midmarket-cybersecurity-sales-growth","status":"publish","type":"post","link":"https:\/\/testing.news-you-need.com\/index.php\/2026\/01\/07\/fortinet-taps-dh-to-drive-smb-midmarket-cybersecurity-sales-growth\/","title":{"rendered":"Fortinet Taps D&H To Drive SMB-Midmarket Cybersecurity Sales Growth"},"content":{"rendered":"

Fortinet Taps D&H To Drive SMB-Midmarket Cybersecurity Sales Growth<\/a><\/p>\n

https:\/\/www.crn.com\/news\/security\/2026\/fortinet-taps-d-h-to-drive-smb-midmarket-cybersecurity-sales-growth<\/a><\/p>\n

Publish Date: 2026-01-07 17:15:00<\/a><\/p>\n

Source Domain: www.crn.com<\/a><\/p>\n

Author: <\/a><\/p>\n

Using an unordered list, summarize the following article with between 4 and 8 key points. <\/p>\n

\u2018We\u2019re looking to take more market share\u2014not share shift\u2014net- new business,\u2019 says Fortinet Executive Vice President of U.S. Sales Trevor Pagliara. \u2018D&H has a really good team of people, and we\u2019re going to go after it in a big way.\u2019<\/p>\n

Fast-growing cybersecurity provider Fortinet is aiming to take a bigger share of the SMB and midmarket with a new partnership with D&H Distributing.
\n The breakthrough deal brings the entire Fortinet security product set into the D&H portfolio as the distributor continues to provide more advanced solutions, including recently adding Dell Technologies to its line card.
\n Trevor Pagliara (pictured), executive vice president of U.S. sales at Fortinet, told CRN he is looking forward to driving SMB and midmarket enterprise share gains with the D&H partnership.
\n \u201cWe\u2019re looking to take more market share\u2014not share shift\u2014net- new business,\u201d said the ultra-competitive Pagliara, who is leading the channel sales offensive. \u201cD&H has a really good team of people, and we\u2019re going to go after it in a big way.\u201d
\n Fortinet, one of the dominant firewall and SD-WAN vendors in the channel, has a full line of unified Security Fabric offerings that include managed detection and response (MDR), endpoint detection and response (EDR) and secure access service edge (SASE) with its next-generation FortiSASE offering.
\n The partnership comes with Sunnyvale, Calif.-based Fortinet, which grew its sales by 14 percent to $1.72 billion in the most recent quarter, making additional channel investments to drive continued growth.
\n Pagliara just hired Paige Powers, a 28-year channel veteran who was most recently senior director of Americas distribution sales for HPE Juniper Networks, as Fortinet\u2019s new vice president of U.S. distribution sales.
\n Pagliara said he sees a massive opportunity for growth in the SMB market. \u201cWe could be getting hundreds of millions of dollars more in new business,\u201d he said. \u201cThere is close to 1 million accounts in the SMB world.\u201d
\n Pagliara said he was impressed by the aggressive D&H SMB sales \u201cmachine\u201d fueled by the leadership of D&H Co-Presidents Dan and Michael Schwab.
\n \u201cThey are a $7-plus billion disty that wanted to partner with Fortinet, and I said, \u2018Game on. Let\u2019s go,\u2019 said Pagliara. \u201cWe have got a very aggressive plan to drive great revenue goals in 2026. Both parties are investing and making very strong commitments. There is meat on the bone from both sides.\u201d
\n Dan Schwab, for his part, said the landmark agreement provides more cybersecurity muscle for partners as D&H moves to help more of its MSPs transform into MSSPs.
\n \u201cAdding Fortinet to our solution set is going to add fuel to our cybersecurity engine,\u201d he said. \u201cFortinet was the No. 1 target for us to add to our portfolio. They play from SMB to the enterprise. We believe we can really help them get deeper reach in the partner base.\u201d
\n D&H said it is launching what it called an \u201cexclusive enablement program named FWD [Forward]\u201d tailored to help partners \u201cmaster and monetize\u201d Fortinet\u2019s advanced security technologies.
\n The FWD initiative includes structured training and certification paths for the Fortinet portfolio, hands-on technical workshops on FortiGate deployment, secure networking and other core technologies.
\n Furthermore, Harrisburg, Pa.-based D&H said it is providing direct access to a team of specialized solution architects for presales consultation, solution design and technical support.
\n Rick Grinstead, managing partner at Dayton Cincinnati Technology Services (DCTS), a Cincinnati-based technology services and solution provider, said he sees the D&H-Fortinet partnership as a game-changer. \u201cOur goal is to sell $500,000 to $1 million in Fortinet EDR and MDR over the next year,\u201d he said.
\n Grinstead said every school district needs to look at adopting MDR in the wake of the rise in cyberattacks. \u201cEvery school should have managed MDR,\u201d he said. \u201cThey don\u2019t have the experts that can tell the difference between certain security issues. Also, when the hackers come and attack it is usually on the weekends or on a holiday. So you need something that can monitor and react 7×24.\u201d
\n Grinstead singled out D&H Vice President of Cybersecurity and Emerging Technologies Colin Blair and Director of Modern Security and Managed Services Ryan Flynn for helping partners get up to speed in the fast-moving cybersecurity market.
\n Grinstead said he sees D&H\u2019s personal commitment at every level of the company to help partners succeed as a differentiator. \u201cIt is a culture of helping partners that starts at the top with Dan and Michael and runs through the rest of the organization,\u201d he said. \u201cThey are there to help you.\u201d
\n D.J. Hansen, senior vice president of sales for cb20, a Saratoga Springs, N.Y.-based MSSP and perennial CRN Triple Crown winner, said he was thrilled Fortinet has added D&H because of the hands-on, personal care that the distributor brings to partners like cb20.
\n \u201cOne of the things that is lacking in the industry is the real personalization that D&H brings to us as a partner,\u201d he said. \u201cD&H is much more focused on the business outcome of their partners. If I call D&H, they pick up the phone. Fortinet expanding into D&H gives them a deeper reach into partners like us. That personal touch is the reason we do business with D&H. They bring everything else along with it: They are innovative with their programs; they have the right engineers and expertise. There is just another level of operational excellence with them.\u201d
\n Hansen said he sees 2026 as another double-digit sales growth year for the full Fortinet security and networking portfolio. \u201cWe love the Fortinet Security Fabric,\u201d he said. \u201cIt\u2019s a unified platform and solution. It is not just firewalls and security. It is switching, wireless access. The entire portfolio approach is why we love Fortinet.\u201d<\/p>\n

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