Danresa - Brazilian partner named in the Fortinet channel.

One of the Brazilian houses in the Fortinet channel, which is the most populated security channel in the country by some distance. That density is itself the fact: a vendor with many partners has price competition inside its own channel, and a customer's experience varies more between partners than between products.

DANRESA presents itself as a security and network house rather than a reseller, and the vendor list behind that claim is the substance: Fortinet with FortiGate, alongside Sophos, Aruba, NSFocus, Nozomi, Forcepoint, Tenable and Carbon Black. Nozomi is the tell - it is an operational technology monitoring vendor, and carrying it means the firm works in industrial environments where a security control that fails closed stops a physical process rather than an application.

Fortinet classifies it at Expert level as an integrator and managed security service provider, with an exceptionally broad specialisation set, and additionally as a Preferred Services and technical support partner. That last designation is the one worth understanding: it means the vendor routes support work to the partner, which is a different and harder relationship than reselling, because the firm is then answering for the product rather than selling it.

Its own offer is organised the way a managed provider organises one - remote access, next-generation firewall and endpoint together, web application protection, mobile device management, centralised reporting, and 24x7x365 support. Round-the-clock support is the line that separates a reseller from a service business, since it requires enough people to fill a rota rather than enough people to close a sale.

Sources