Are You Ready?

Event Agenda

Day 1 – Wednesday, October 8, 2025

10:00 – 11:30
Registration & Meet and Greet @ Marriott Hotel

11:30 – 12:30
Lunch

12:30 – 12:50
Welcome & Workshop Objectives
Speakers: Helge Scherff / Anne Bourgeois
Objective: Frame the workshop objectives, align participants on GTM vision, and set clear expectations for outcomes.

12:50 – 1:00
Keynote: How ExN Drives SB Growth Across Regions
Speaker: Joanna Tabasz-Butscher
Objective: Provide an overview of ExN’s Small Business journey—covering performance, evolution, market targets, and SB rebate in countries—while highlighting how ExN will achieve sustained success in SB.

1:00 – 1:30
Panel: What tactics have worked well for SB growth in your region?
Speakers: Sarah Duce (UK), Marcel Killisperger (DE), Radoslav Kič (SK), Paolo Ruffino (IT)
Objective: Share successful SB growth tactics from different regions and inspire peer-to-peer learning.

1:30 – 1:45
Presentation 1: Small Business Integrated Campaign Framework
Speaker: Nada Bogdanyi
Objective: Present the Small Business Integrated Campaign Framework, focusing on new partner recruitment, and illustrate how performance marketing will fuel accelerated growth and deliver measurable business impact.

1:45 – 2:30
Breakout 1: Localizing SB Growth Plans
Speakers: Local teams
Objective: Enable local teams to adapt the SB GTM strategy to their market realities, identify key opportunities, and design actionable growth initiatives.

2:30 – 2:55
Team Summary Presentation
Speakers: Local teams
Objective: Share breakout group insights, highlight common KPIs, and align on the most impactful SB growth actions across regions.

2:55 – 3:15
Presentation 2: FTNT SASE Channel Value Proposition
Speaker: Tatiana Lazar
Objective: Showcase how Fortinet’s integrated SASE offering delivers differentiated value for partners by combining networking and security in a single platform, enabling margin-rich services, simplified operations, and long-term customer retention.

3:10 – 3:35
How to Build SASE Pipeline
Speaker: Stéphane Duplaix
Objective: Outline a practical framework for partners to identify, qualify, and grow SASE opportunities by leveraging existing firewall and SD-WAN install bases, aligning to customer cloud adoption journeys, and creating repeatable engagement motions.

3:35 – 3:50
Coffee Break

3:50 – 4:05
Presentation 3: FortiSASE Wins: From Deal Close to Pipeline Growth
Speaker: Giuseppe Troccoli
Objective: Showcase a FortiSASE deal-close case study to demonstrate effective sales strategies, highlight how our specializations supported the win, underscore marketing’s role in driving business impact, and share local go-to-market strategies to accelerate pipeline and revenue growth for FortiSASE.

4:05 – 4:50
Breakout 3: FortiSASE Local Strategic Plans
Speakers: Local teams
Objective: Enable local country teams to exchange insights on FortiSASE—identifying what works well, surfacing key challenges, and defining the support and resources needed to better drive business growth.

4:50 – 5:15
Team Summary Presentation
Speakers: Local teams
Objective: Share key learnings from FortiSASE roundtables and align on local strategies to accelerate adoption and business results.

5:15 – 5:30
Day 1 Wrap-Up & Preview of Day 2
Speaker: Helge Scherff
Objective: Summarize key insights from Day 1, reinforce priorities, and preview objectives for Day 2.

7:00 – Midnight
Dinner and Networking @ The Monkey Bar

DAY 2 - THURSDAY, OCTOBER 9, 2025

09:00 – 10:00
Check-out

10:00 – 10:15
Day 2 Kickoff & Recap
Speaker: Helge Scherff
Objective: Reinforce key takeaways from Day 1, align participants on priorities for Day 2.

10:15 – 10:45
Presentation 4: Long-Tail Upgrade Boost + Cross-Team Collaboration & Synergy
Speakers: Ignacio Miquelez de Mendiluce de la Torre, Cristina Bonelli
Objective: Present the Long-Tail Upgrade Boost program update, highlighting achievements to date, 2026 focus areas, new tools and dashboards, and outline cross-team collaboration and cooperation expectations to maximize synergy and business impact. (+ FortiConvertor)

10:45 – 11:05
Presentation 5: XAAS Recurring Revenue Program
Speakers: Ignacio M. de la Torre, Michel Lanaspeze
Objective: Present Fortinet XaaS as a strategic shift from CapEx to OpEx—delivering cybersecurity in a flexible, cloud-based, on-demand model—and outline how the XAAS Recurring Revenue Program drives growth and value through subscription services.

11:05 – 11:50
Breakout 4 + 5: Upgrade and Expand GTM Adoption
Speakers: Local teams
Objective: Drive alignment on the “Upgrade and Expand” program by enabling teams to share best practices, address adoption challenges, and define actionable GTM strategies to accelerate partner growth and maximize program impact.

11:50 – 12:15
Team Summary Presentation
Speakers: Local teams
Objective: Share breakout group outcomes, highlight key adoption drivers, and align on shared actions to strengthen Upgrade and Expand execution.

12:15 – 1:15
Lunch Break

1:15 – 1:45
Presentation 6: Firmware Update + Registration Optimization
Speakers: Brett Green, Colin Broadbent, Nada Bogdanyi
Objective: Demonstrate how proactive unit registration and timely firmware updates maximize customer security, protect and extend their investment, and create clear pathways for renewals and upsell opportunities.

1:45 – 2:30
Breakout 6: Firmware Updates Priority + Registration Optimization
Speakers: Local teams
Objective: Equip local teams to identify gaps in unit registration and firmware adoption, share best practices for engaging customers, and define actionable strategies to maximize security, protect investments, and unlock renewal and upsell opportunities.

2:30 – 2:55
Team Summary Presentation
Speakers: Local teams
Objective: Share key breakout insights on firmware and registration priorities, and align on local actions to drive adoption and business impact.

2:55 – 3:10
Coffee Break

3:10 – 3:55
Q&A – Networking / Walk-in Roundtables
Speakers: Global team
Objective: Provide an open forum through Q&A, networking, and walk-in roundtables to address the top five off-agenda topics—enabling participants to exchange insights, clarify open questions, and build stronger peer connections.

3:55 – 4:15
Closing Session: Key Takeaways & Commitments
Speaker: Helge Scherff
Objective: Summarize the main insights and outcomes from the workshop, secure participant commitments to action, and reinforce next steps for execution.

Optional

• 5:00 PM – 7:00 PM — Individual Program

• 7:00 PM — Dinner Restaurace Hybernská