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.
Its vendor list is the interesting part, and it is longer than a channel partner's usually is: Fortinet, Sophos, Aruba, NSFocus, Carbon Black, Tenable, Forcepoint and Nozomi, with Platinum standing at Fortinet and the top-level engineering certification to go with it.
Carrying eight vendors is a deliberate and uncomfortable choice. Each one demands certifications, revenue commitments and engineers who stay current, so breadth is paid for continuously rather than acquired once. The reward is that the recommendation is not forced by the catalogue - a firm with one product finds that every customer needs that product - and the cost is that nobody on the team gets to specialise in only one thing.
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.
- Danresa on LinkedIn: certified and specialised across Fortinet, Sophos, Aruba, NSFocus, Carbon Black, Tenable, Forcepoint and Nozomi; Fortinet Platinum reseller with NSE8 Network Security Expert certification; operating in the enterprise, telco and data centre markets
- Danresa's own about page: an information security consultancy founded in 1998, providing complete solutions in security, network infrastructure and IT communication, with a team that participates from the conception of the idea to the conclusion of the project - feasibility, strategic consulting, technology choice, management, deployment, training, support, maintenance and warranty
- DANRESA - Security and Network Solutions: Fortinet partner with FortiGate, and partner of Sophos, Aruba, NSFocus, Nozomi, Forcepoint, Tenable and Carbon Black, with 24x7x365 support