Turning onboarding into a path to partner activation
New Fortinet partners were being given too much information at once, so Asteryx helped turn a fragmented, manual onboarding process into a structured 90-day journey designed to move partners towards being ready to do business.
The Challenge
The existing onboarding experience depended heavily on individual sales and vendor teams, with new partners expected to absorb a large amount of information in a short space of time.
That made the experience difficult to deliver consistently. It also made it harder for partners to understand what mattered now, what came next and where Exclusive Networks itself added value.
The challenge was not simply to communicate more. It was to create a clearer route from joining the programme towards becoming informed, enabled and ready to act.
The Idea
Give partners the right information at the right time.
Asteryx helped turn onboarding from a one-off information dump into a structured 90-day journey.
The programme introduces the essentials progressively – training, certifications, partner benefits, portals, deal registration, rewards and the wider value of working with Exclusive Networks – while giving the business visibility of where each partner is in the process.
The system was designed to support the sales relationship, not replace it: partners get a clearer journey, while account teams can step in with better context at the right moment.
How We Brought It To Life
The experience was built around Exclusive Networks’ real sales and operational processes, so the communications, automation and reporting worked as one connected system rather than as a separate marketing layer.
90-day onboarding journey and nurture structure
Partner segmentation, progression logic and holding journeys
CRM and marketing-automation integration
Automated communications, messaging and copy
Training, certification, portal, deal-registration and rewards guidance
Exclusive Networks services, finance and value-add messaging
Reporting and partner-progression visibility
Digital experience, creative refreshes and ongoing optimisation
Impact
Partners who have moved through the programme have gone on to generate more than £100M in opportunities and over £20M in closed business.
The onboarding programme is one part of that broader commercial journey: it gives partners a structured route towards becoming informed, enabled and ready to do business. It has supported onboarding for 450+ partners since 2020.
The Fortinet approach also became a blueprint for subsequent onboarding programmes and attracted interest from other teams and markets looking to follow the model.
£100M+
opportunities generated with onboarded partners
£20M+
closed business with onboarded partners
“Asteryx took a complex process and turned it into something simple, structured and scalable. It has worked so well that other teams and countries have wanted to follow the same model.”
Why it mattered
The value of the programme sits behind the experience.
Partners get a clearer route through onboarding. Sales teams gain better visibility and a more consistent foundation to build on. Exclusive Networks gets a repeatable system that can evolve as partner needs and vendor requirements change.
It turned onboarding from something partners had to get through into a journey designed to help them move forward.
