When endpoint meets firewall: Inside the CrowdStrike-Fortinet partnership that rewrote the co-sell playbook
The CrowdStrike-Fortinet partnership of 2024 is a blueprint for co-sell success in the security ecosystem — and a model every tech partner should study.
There is a question that enterprise CISOs increasingly ask before signing any security contract: "How does this work with what we already have?" It is a deceptively simple question — but it explains almost everything about why technology partnerships in cybersecurity have become as strategically important as the products themselves.
Enterprise security buyers are, at their core, stack buyers. They are not evaluating CrowdStrike against Fortinet. They are asking whether both platforms can work together in their environment, and whether the combination delivers something neither delivers alone.
The vendors that answer that question clearly — with a real integration, a real joint story, and real field alignment — win. The ones that cannot find themselves relegated to a footnote in the evaluation process.
In October 2024, CrowdStrike and Fortinet answered the question definitively. What followed was one of the most instructive co-sell moves in recent cybersecurity history.
The announcement
On October 22, 2024, CrowdStrike and Fortinet jointly announced a formal technology partnership to deliver, in their words, "industry-leading protection from endpoint to firewall." The announcement — published simultaneously on both companies' official newsrooms — described a deep technical integration between CrowdStrike Falcon Insight XDR, the industry's leading extended detection and response platform, and Fortinet's FortiGate next-generation firewalls, deployed across more than 775,000 enterprise environments worldwide.
The announcement was notable not just for what it contained, but for what it represented. Both companies were already deeply entrenched in the same enterprise accounts. CrowdStrike had been named a Leader in the Gartner Magic Quadrant for Endpoint Protection Platforms for the fifth consecutive time in 2024. Fortinet had appeared in the Gartner Magic Quadrant for Network Firewalls fifteen times, and had been recognized as a Gartner Peer Insights Customers' Choice in that category five consecutive times.
Their mutual customers — organizations running both platforms side by side — had been working around the absence of a formal integration for years. October 2024 changed that.
What they actually built
The integration between CrowdStrike and Fortinet operates at several layers, each addressing a different dimension of the enterprise security problem.
At the network visibility layer, FortiGate next-generation firewalls send firewall logs directly into the CrowdStrike Falcon platform, where they are correlated with endpoint telemetry and enriched with CrowdStrike's threat intelligence. The result is a unified view across network and endpoint layers — a single pane of glass that surfaces threats spanning both domains, without requiring security analysts to toggle between disconnected systems. For SOC teams managing high-volume alert environments, the reduction in context-switching alone represents a material improvement in response capacity.
At the access layer, the integration extends further. The FortiClient ZTNA agent, FortiGate ZTNA access policies, and CrowdStrike Falcon Insight XDR work together to deliver adaptive, risk-based zero-trust access controls. When an endpoint's security posture changes — a device becomes compromised, a user's behavior triggers a detection — the joint system can respond dynamically: restricting access, limiting lateral movement, and protecting corporate applications regardless of where users are connecting from.
For organizations piecing together zero-trust architectures from separate endpoint and network security tools, the joint capability resolved a long-standing architectural gap.
Why did both companies say yes
Technology partnerships at this scale do not happen by accident. They happen because someone, on each side, ran the numbers and decided the investment was worth it.
For CrowdStrike, the Fortinet ecosystem offered something essential: reach. Fortinet's install base of more than 775,000 organizations spans enterprise, mid-market, and government customers across every major vertical. A meaningful portion of those organizations were already running CrowdStrike Falcon alongside their FortiGate deployments — managing the two platforms independently, without the benefit of a joint integration. The partnership formalized a relationship the market had already created informally.
For Fortinet, CrowdStrike brought depth in a category — endpoint detection and response — where network-centric vendors have historically needed a strong alliance story. The Fortinet Security Fabric is built on the premise that security is better when it is connected. A formal integration with the endpoint protection market leader strengthened that narrative considerably.
The alignment ran deeper than product logic. Both companies had built their reputations on performance and efficacy in demanding enterprise environments. Their customer bases expected both platforms to work together. The partnership was, in that sense, the market telling two companies what to do — and both companies listening.
What the analysts said
The market paid attention. Jay McBain, chief analyst at Omdia, offered a pointed observation following the announcement. The CrowdStrike and Fortinet partnership, he noted, was "a win for customers who gain access to multi-layer network and endpoint security, and a win for partners who have greater opportunities to deliver value and drive growth."
That last phrase deserves attention. The announcement was not just about product integration — it was about the go-to-market motion the integration enabled. Channel partners — managed security service providers, managed detection and response firms, and systems integrators that sold both platforms — gained a joint story to bring to enterprise buyers: a story built on a real technical foundation, documented publicly, and backed by two companies whose names carry weight in the enterprise security conversation.
The ecosystem context
The CrowdStrike partnership did not arrive in isolation. By July 2025, Fortinet's Fabric-Ready Technology Alliance Partner Program had surpassed 3,000 integrations with more than 400 technology partners — a number reflecting more than a decade of deliberate ecosystem expansion.
The new cohort of formal Fabric-Ready partners included CrowdStrike alongside Armis, ServiceNow, Digital Realty, Equinix, Megaport, and Qualcomm, each representing a different dimension of the converging enterprise technology landscape.
Together, these integrations enable customers to connect endpoint security, OT visibility, IT service management, cloud connectivity, and wireless infrastructure into a unified Security Fabric — the kind of architectural coherence that modern enterprise security evaluations demand.
CrowdStrike's entry into the program as a formal Fabric-Ready partner brought one of the most prominent names in cybersecurity into an ecosystem already reshaping how enterprise buyers make decisions.
Here are three lessons for technology partners:
Lesson 1: Build the integration first
The CrowdStrike-Fortinet co-sell motion worked because it was grounded in something real: data and a plan.
CrowdStrike did not approach Fortinet with a co-sell proposal and a slide deck. They built a technical integration — a FortiGate data connector that sends firewall logs to the Falcon platform, a joint ZTNA capability that functions in production enterprise environments — and documented it publicly. Buyers could evaluate the joint solution before committing to a joint deployment. That credibility is what made field teams on both sides willing to bring the joint story into customer conversations.
Lesson 2: Field alignment is the multiplier
Both companies published joint press materials, built shared collateral, and invested in making it easy for their respective field teams to explain the combined value proposition. When a Fortinet enterprise account team walked into a conversation and a prospect asked about endpoint security, CrowdStrike was already part of the prepared answer.
That kind of embedded field-level alignment is the difference between a technology alliance and an active co-sell motion and it does not happen without deliberate investment on both sides.
Lesson 3: Timing the story to buyer behavior is a strategic advantage
The partnership was announced in a market context where enterprise buyers were actively seeking to consolidate their security stacks. Procurement fatigue — the cost and complexity of managing dozens of disconnected security tools — had made interoperability a top-line purchasing criterion.
CrowdStrike and Fortinet timed their announcement to that moment, framing the integration not as a nice-to-have but as a direct response to what buyers were already asking for. Partners who understand the buyer's current priority — and frame their joint story around it — will always outperform partners who lead with features.
What you can learn
For technology partners building their own co-sell motions inside the Fortinet ecosystem, the CrowdStrike partnership offers a practical model. Earn your Fabric-Ready certification, document the integration clearly, identify where your customer base and Fortinet's overlap, and invest in field alignment that makes it easy for Fortinet's account teams to bring your name into relevant conversations.
The CrowdStrike-Fortinet story is, at its core, a story about what happens when two companies with overlapping customer bases stop treating the overlap as a coincidence and start treating it as a strategy. The result was a joint motion that served buyers, strengthened both platforms' market positions, and created a genuine revenue opportunity for the channel partners who carried it.
In complex, multi-party co-sell environments, Ecosystem Revenue Platforms like Crossbeam provide the Ecosystem Intelligence layer that turns ecosystem ambition into coordinated execution — helping technology partners identify shared accounts, prioritize co-sell outreach, and accelerate pipeline inside the IT infrastructure and cybersecurity ecosystem.
That outcome is available to any technology partner willing to invest in it — not just the Gartner Magic Quadrant leaders.
Sign up for Crossbeam for free to see how you can leverage Ecosystem Intelligence and accelerate your channel growth within the IT infrastructure and cybersecurity ecosystem.
Frequently asked questions
Q: What is the technical basis of the CrowdStrike-Fortinet integration announced in 2024?
The integration connects CrowdStrike Falcon Insight XDR with Fortinet FortiGate next-generation firewalls. FortiGate sends firewall logs to the CrowdStrike Falcon platform for correlation with endpoint telemetry and threat intelligence. The integration also covers zero trust access: FortiClient ZTNA agent and FortiGate ZTNA access policies work alongside Falcon XDR to deliver adaptive, risk-based controls that respond dynamically to changes in endpoint security posture.
Q: Is CrowdStrike a Fabric-Ready certified partner?
Yes. CrowdStrike's inclusion in the Fortinet Fabric-Ready Technology Alliance Partner Program was part of the broader 3,000-integration milestone announced in 2025. CrowdStrike's FortiGate data connector is available in the CrowdStrike Marketplace, enabling organizations to ingest FortiGate logs into the Falcon platform directly.
Q: What should a technology partner do to replicate this kind of co-sell motion?
The core steps are: build a real, documented technical integration; earn Fabric-Ready certification; use Ecosystem Intelligence tools to identify account-level overlap with Fortinet's customer base; and invest in field alignment — creating joint collateral and establishing regular co-sell review cadences with Fortinet's technology alliances team. The CrowdStrike model demonstrates that each step is necessary; none alone is sufficient.
Q: How does this partnership fit into Fortinet's broader ecosystem strategy?
The CrowdStrike partnership reflects Fortinet's long-standing commitment to an open ecosystem model — the belief that enterprise security is stronger when platforms interoperate. With the Fabric-Ready program now exceeding 3,000 integrations, Fortinet has built one of the most connected ecosystems in cybersecurity. The CrowdStrike integration adds endpoint detection and response depth to a network-centric platform, addressing a gap that enterprise buyers had flagged in evaluations for years.
