25 Oct 2025
Introduction
Aided by Exclusive Networks, Blue Cube Security transacted a FortiSASE opportunity with JSM Construction. This was a true distribution and partner led opportunity.
Background
Blue Cube Security a value-added reseller founded in 2000, have been a Fortinet partner since 2005, achieving Expert partner status in 2017.
Business Challenges
- Blue Cube had one large enterprise customer in VM02 (Telefonica) which they had serviced for over 12 years, but had struggled to capture another enterprise level customer from a Fortinet perspective.
- They are a small business based in East Grinstead, with 20 employees and had struggled to get the reach and attention of the wider market.
- As a company based outside of London, maintaining consistent sales staff had been a challenge with a significant turnover of staff. Their recruitment strategy tended to lean towards younger staff and graduates, with little IT or Sales experience.
Challenge Remediation
Tom Usher, Senior Product Specialist at EXN, and Fortinet’s Channel Account Manager are aligned to Blue Cube and offer the following:
Continued Support to Sales team
- Monthly visits to customer site have occurred since 2021 and COVID restrictions allowed.
- Scheduled Training sessions focusing on various elements of the Fortinet portfolio have occurred monthly.
- Fortinet and Sales training led by Jane and Tom focusing on the graduates and new starters.
- Exclusive Networks Academies have been regularly attended by Blue Cube with all 3 of the technical, marketing and sales tracks being attended by Blue Cube employees.
Technical Support
- Full access to the Exclusive Networks technical team has been regularly encouraged and used.
- Exclusive have also paid for their re-accreditation exams as a good will gesture to keep their Expert status.
Marketing
- Co-op funding & marketing consultancy was provided to Blue Cube for both online and in-person campaigns
- Marketing & social media workshops were arranged for Blue Cube staff.
- Regular cadence between Sarah Duce, Exclusive Networks Fortinet Marketing Manager, and Natalie Britton, Blue Cube Marketing Manager.
Summary of remediation
Blue Cube, Exclusive Networks and Fortinet have forged a strong relationship despite the business challenges faced during and after COVID, and the difficulties they’ve faced as a small business in a crowded market.
FortiSASE Case Analysis and Timeline
With Exclusive Networks & Fortinet Marketing support, Blue Cube commenced an OT (Operational Technology) online marketing campaign. End Customer JSM reached out to Account Manager Ronnie Parr based on the back of the online advertising campaign and requested immediate remediation on a breach that had just occurred.
- JSM noted that they had lost faith in their incumbent partner, and that the levels of service and communication had been poor.
- Ronnie Parr had no previous sales or IT experience prior to joining Blue Cube
Blue Cube were able to action an immediate incident response to the breach and helped JSM fix their immediate issues, thanks to their technical support team.
Following the successful remediation, Blue Cube were invited to quote on JSM’s upcoming renewal of their Fortinet estate. As part of the ongoing conversations, it was mentioned that JSM’s mid-to-long term future IT infrastructure plans were to move their estate entirely to Azure.
- The business drivers for this were JSM’s industry of construction relies on them being able to move site-to-site and spin up/down complex estates within a dedicated timeframe; running their estate in the cloud would enable this.
Initially, Fortinet were asked to perform the demo and were unable to conduct this as quickly as required. Due to Exclusive Networks being agile, we were able to set up a demo call within 48 hours.
Exclusive Networks conducted a full Demo of FortiSASE, the platform and it’s use cases to the JSM I.T. management team, alongside Blue Cube.
The renewal elements, as well as the SASE BOM, were finalised and quoted over the course of the following month.
Ronnie suggested multiple year licencing however JSM’s policy is to procure in single year increments – it was at this point Tom suggest Exclusive Networks Payment Solutions.
Exclusive Payment Solutions were brought into the conversation and an annualised billing solution was presented, which the customer initially rejected as being too high a cost; following the initial price rejection, all three parties in the channel worked together to lower the overall costs and ensure it was financially viable for the customer.
JSM signed a contract with Blue Cube by month three based on the joint proposition and opportunity transacted the same month.
Summary
JSM turned to Blue Cube Security after a security breach and thanks to the excellent technical services they offer as a true value-added reseller, were able to remediate and begin a relationship which led to a net new SASE opportunity.
With the aide and agility of Exclusive Networks and their ability to demo FortiSASE, alongside their Exclusive Payment Solutions, Blue Cube were able to bring Fortinet an important multi-year deal on a new, important, and noteworthy part of their portfolio.
“During this opportunity, Tom and the Exclusive Networks team displayed great value add, initially by running the SASE demo call within the 1st week of SE's being accredited on SASE. From that the customer was eager to get pricing. However, the customer wanted 3 years annually billed, which Fortinet do not provide. Exclusive then offered their payment solution which allowed the customer to place the order as such. Any questions or concerns from the customer both Tom Usher and Fortinet worked in tangent to answer accordingly and when it came to a commercial discussion, Fortinet and I worked together to reach customer expectation regarding the final price.” Ronnie Parr, Blue Cube Account Manager
