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Subscriptions grow five times faster than traditional sales, says distributor

Exclusive Networks has rolled out its capital-to-revenue model X-OD platform into Germany, Spain, Belgium, Finland, Austria and Ireland. This coincides with the introduction of Fortinet to the X-OD portfolio offering, with the end-to-end availability of Fortinet solutions through the Fortinet Security Fabric on a subscription basis. 

X-OD is now available to partners in nine European markets (with France, UK and the Netherlands already launched) with aggressive plans to extend into all global regions later this year. Exclusive Networks is growing its subscription revenues five times faster than traditional capex-based sales, with X-OD a significant driver in the acceleration of market evolution, it says.

“Wherever we go with X-OD, it is growing fast – now in the Nordics, Iberia and DACH, and across Benelux, UK&I and France,” said Jesper Trolle (pictured), CEO of Exclusive Networks. “The global pandemic has undoubtedly accelerated digital transformation more generally, making this proposition even more relevant to business needs. Digital customer experience, big data insights and opex-based consumption are here to stay. And our roadmap is on track to extend the capabilities of X-OD beyond Europe and into every Exclusive operating territory.” 

The opportunities made possible by X-OD are particularly relevant when it comes to key technologies such as SD-WAN and market segments such as MSSP, he says. In the case of MSSP partners who ordinarily face investing upfront in the infrastructure capabilities to drive their own managed security services, X-OD enables them to buy technology in the same way they sell it.

“Fortinet’s partnership with Exclusive Networks is geared to create exceptional value and opportunity for our partners and customers,” said Patrice Perche, Chief Revenue Officer & EVP Support at Fortinet. “With X-OD, Exclusive has engineered another genuinely innovative contribution to channel dynamics that aligns with how we see the world and how we want our partners to be enabled and supported. This represents significant benefits to all levels of our partner community, and ultimately provides our customers with new ways of consuming our market-defining products and services.”

“We see fantastic opportunities for the vendors who have committed to X-OD, and are very excited to introduce Fortinet and its extensive portfolio of solutions in these early stages of worldwide rollout,” added Jesper Trolle. “We are aligned with theirs and our other vendor partners’ visions for innovation, recurring revenue and market flexibility. Together we are empowering channel partners to make a fast, safe and simple transition to subscription-based consumption both for their customers and their own business models, allowing them to sell ‘everything as a service’.”