BUSINESS OPPORTUNITY 4 CONNECTED UTM FOR SMALL OFFICES 6 SECURE COMMUNICATIONS FOR SMALL OFFICES 10 COMPETITIVE COMPARISONS 15

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1 SMB Partner Sales Guide 1

2 Contents BUSINESS OPPORTUNITY 4 CONNECTED UTM FOR SMALL OFFICES 6 SECURE COMMUNICATIONS FOR SMALL OFFICES 10 COMPETITIVE COMPARISONS 15 FORTIGUARD SECURITY SERVICES 18 PARTNER RESOURCES 19 2

3 Fortinet is the largest network security appliance vendor (units) and growing quickly, according to IDC , ,000 FORTINET IS THE LEADER IN UNIFIED THREAT MANAGEMENT who is setting the cadence in the UTM market according to top analysts. In this sales guide we will introduce you to that trend setter- Fortinet s Connected UTM, which delivers integrated networking and security technologies to ensure small business networks are simple to manage and secure. We will cover market drivers, product highlights, vendor comparisons and more. Your customers rely on you for IT and Security. You can depend 300, , , Source: IDC Worldwide Security Appliances Tracker, March 2015 (based on annual unit shipments) Fortinet continues to demonstrate consistent and accelerating revenue growth, along with sound financials. $770M on Fortinet for effective, integrated products that are easy to manage and support. Revenue $13M

4 12 $$$$$$ billion dollar forecast for small business spending onnetwork and security BUSINESS OPPORTUNITY According to Gartner, roughly $12bn will be spent on networking and network security each year for the next 3 years. This reflects the importance of solving the critical IT and security challenges facing growing small businesses and represents a major opportunity for Fortinet s channel partners. Of particular note, Fortinet enables you to assist small businesses seeking to: Deploy enterprise class security suitable for SMB Simplify networks, end-to-end security and management Meet tight SMB budget constraints In the past, small businesses deployed a firewall to secure their business network. More recently, Fortinet helped organizations increase security (and simplicity) by adding extra technologies- Intrusion Prevention, Anti-malware, Web Filtering, Anti-spam, and more - on that same box by delivering Unified Threat Management (UTM). Today, Fortinet continues to drive market evolution with the development of the Connected UTM which further consolidates networking and security components into one integrated solution. Only Fortinet delivers this breadth of well-integrated and highly effective components spanning network through endpoint security, wired and wireless LAN and even IP-based voice capabilities. A single, cloud-based management system simplifies management and support. This means you can deploy a standard appliance platform that allows you to add more security services as well as integrated hardware extensions over time to increase your customer value and revenue. 4

5 CONNECTED UTM IT Provider Management Integrated Endpoint/ Mobile Security Integrated Wireless Consolidated Security and Switching SECURE COMMUNICATIONS 5

6 Connected UTM for Small Offices Top-rated security technologies protect the business, users and data. Integrated wired and wireless networking simplifies office IT. Cloud-based management and reporting make it all simple to support. Top Rated TECHNOLOGY Connecting new employees, new offices, new devices, and new applications together is a challenge for a growing business doing it easily, securely, and affordably is vital to fuel growth. At a certain point, growing businesses often find that basic communications services (voice, , etc.) provided by a local service provider are no longer cost effective and should be brought in-house. Wherever a business is on its growth path, Fortinet provides everything you will need to assist them throughout their journey top-rated enterprise-class protection from the internet connection to the end user device, wired and wireless access, and the broadest portfolio of add-on secure communications and application security solutions all easily managed from a single pane of glass. BUSINESS GROWTH 6

7 MARKET DYNAMICS AND DRIVERS Small Office Technology Needs Are Increasing To support employee mobility, many small offices are adding wireless and enabling BYOD technologies that have traditionally been confined to larger enterprises. These new technologies add new data security and compliance requirements. 25% of breaches occured at small orgs as opposed to 20% at large Small Businesses Are a Target Small businesses have historically lacked security capabilities often found at larger enterprises, primarily due to cost and complexity. Yet data breaches increasingly hit smaller organizations, either for their data or access to the larger businesses they may serve. According to the Verizon Data Breach Incident Report, data breaches were more common in small than large organizations (25% vs 20%, with 50% from size unknown). Large Market Opportunity IDC predicts that the total UTM market size will be around $5.3 billion by The Enterprise Wireless LAN market is expected to reach $7.09 billion by 2018 according to Gartner. Switching is already a mature $21+ billion market. 74% of companies adopting BYOD 1-in-2 Gen Y employees would contravene BYOD policy (Fortinet 2013) (Tech Pro Research 2014) 7

8 PARTNER SMB SALES GUIDE CONNECTED UTM FOR SMALL OFFICES - PRODUCTS FortiGate UNIFIED THREAT MANAGEMENT Get up and running in 20 minutes or less with Plug and Play install Stop attacks before they enter the network Quickly resolve issues with one-click drill down and actions Select from the widest variety of performance, port, Wi-Fi and PoE combinations Manage all networking and security from a single console FortiAP SECURE WIRELESS LAN ACCESS POINTS Expand wireless coverage with dedicated indoor, outdoor and remote acceess points Extend security to the very edge with integrated security of Smart APs Simplify remote telework with wireless APs that include wired ports Optimize traffic flow with application prioritization and other features FortiSwitch SECURE ACCESS SWITCHES Expand network connectivity and/or physical segmentation with Layer 2 and 3 switching Manage from the established FortiGate console Choose among a wide range of port speeds (1G and 10G), density (8, 24, 32, 48 or 64* ports) and PoE/PoE+ combinations FortiGate 60D FortiAP 223C FortiSwitch 108D POE 8

9 FortiClient ENDPOINT SECURITY Protect endpoints on and off network with top rated threat prevention Enable BYOD with support for Windows, Mac, ios and Android Minimize administration with management through your FortiGate console SWITCH UTM AP WAF: Web Application Firewall SEG: Secure Gateway UTM: Unified Threat Management PBX: Private Branch Exchange : Endpoint Protection AP: Access Point 9

10 Secure Communications for Small Offices Easy to deploy and manage on-premise IP-based mail and voice systems Top rated protection against threats to mail, voice and web infrastructure Comprehensive feature sets, with all-in-one licensing When businesses first start to grow, it is common for them to use plug-and-play office space as well as basic voice, and other services from the Facilities Manager or Internet Service Provider. While easy to turn on with little initial cost, as growth continues these monthly service charges start to mount and it soon makes sense for many to add on-premise systems that are more affordable, scalable and easy to support. Fortinet s broad portfolio helps you deploy, secure and support these new voice, and web systems and generate additional value and simplicity for yourself and your customers. FortiWeb FortiMail FortiVoice SWITCH UTM 10 AP

11 MARKET DYNAMICS AND DRIVERS Applications and Present Easy Targets 38% of all data breaches in 2014 were caused by application vulnerabilities and 23% of recipients now open phishing s according to the Verizon Data Breach Report. Voice Systems are Increasingly at Risk Unlike traditional telephone networks, VoIP is software based and introduces vulnerabilities like any other software package. This is further borne out by recent reports of specific vulnerabilities which allow eavesdropping and even calls from compromised systems. At the same time, the FBI has issued a Private Industry Notification (PIN) about Telephony Denial of Service (TDOS) attacks, citing more than 1000 attacks the previous year. Large Market Opportunity According to the Managed Service Provider (MSP) Alliance, SMBs are 3 to 4 times more interested in bundled services than in single services. 38% SMBs are 3 to 4 times more interested in bundled services than in single services of Breaches Caused by Application Vulnerabilities 23% OF RECIPIENTS open phishing messages and 11% click on attachments Verizon 2015 Data Breach Investigations Report 3X 11

12 PARTNER SMB SALES GUIDE SECURE COMMUNICATIONS FOR SMALL OFFICES - PRODUCTS FortiVoice PRIVATE BRANCH EXCHANGE SYSTEM Reduce cost and service calls by installing a Fortinet phone system on premise Deliver a professional experience with business-class features Utilize a full-featured product and single, all-inclusive license Prevent TDOS (Telephony DDOS), Vishing (Voice Phishing), SPIT (Spam over IP Telephony), Toll Fraud FortiMail SERVER AND SECURITY Reduce cost by brining your server/system on premise Stop threats with top rated anti-spam, anti-phishing, anti-malware and sandboxing Prevent data loss with integrated DLP, encryption and archiving Minimize administration with end user self-service Quarantine Benefit from a full-featured product and single, all-inclusive license FortiWeb WEB APPLICATION FIREWALL Shield web servers and applications from compromise Protect your network from infected documents submitted online Meet PCI Compliance (5.5 and 6.6) requiring application firewalls Publish websites with Single Sign On/Authentication. Leverage behavior-based, auto-learning for simple deployment and management FortiVoice 70D4 FortiMail 60D FortiWeb 100D 12

13 WAF SEG PBX SWITCH UTM AP WAF: Web Application Firewall SEG: Secure Gateway UTM: Unified Threat Management PBX: Private Branch Exchange : Endpoint Protection AP: Access Point 13

14 PARTNER SMB SALES GUIDE HOW FORTINET S CONNECTED UTM FOR SMALL OFFICE IS UNIQUE Consistently and Independently Top-rated Security Fortinet s commitment to quantified, independent third party validation of security effectiveness is unmatched in the industry. Security technologies deployed from network edge to individual endpoints have all earned top marks in real-world testing by NSS Labs, Virus Bulletin, AV Comparatives and more. Single Vendor, Comprehensive Portfolio Fortinet is the only UTM vendor able to offer the broad range of security and networking capabilities to dramatically simplify IT infrastructure and security. Because all products are built in-house they will integrate more tightly and reduce your administration. Your life becomes even easier by working with a single vendor, single procurement process, single administrative experience across products, single support group and single volume licensing program. Common User Experience Complete Solution Top Rated TECHNOLOGY One Point of Support ONE VENDOR 14

15 COMPETITIVE COMPARISONS CONNECTED UTM UTM/NGFW Endpoint Protection Fortinet (FortiGate/ FortiMail/FortiWeb) NSS Labs Recommended AV Comparatives Advanced+ Check Point NSS Labs Recommended DNP Cisco (ASA/I Ironport) DNP DNP Dell (TZ/ESA/RSA Series) NSS Labs Recommended AV Comparatives Standard (McAfee) Sophos (SG/ES Series) DNP AV Comparatives Advanced Wireless APs Yes Yes Yes Yes Secure Switch Yes Yes Yes SECURE COMMUNICATIONS IP PBX Yes Yes WAF NSS Labs Recommended DNP DNP DNP SEG VBSpam+ DNP DNP VBSpam Verfied DNP - Did Not Participate Cisco and Dell offer comparable portfolio breadth, but both lack 3rd party validation of security components and are more expensive (often for inadequate performance) Although Sophos appears price/performance competitive for security products, they lack the 3rd party validation of effectiveness, fall short of their performance claims and offer a limited portfolio Only Fortinet offers top rated security plus the integrated networking to simplify and secure small business networks at an affordable price 15

16 PARTNER SMB SALES GUIDE THIRD-PARTY VALIDATION Leader in Gartner UTM Magic Quadrant Gartner UTM Magic Quadrant Fortinet has been positioned as a Leader in the Gartner UTM Magic Quadrant for the past six years. According to Gartner, The Leaders quadrant contains vendors at the forefront of making and selling UTM products. Gartner cites these Fortinet strengths: Largest market share, growing faster than the market average, and has the largest base of certified channel partners for UTM technology. Fortinet continues to set the cadence in the UTM market, driving its competitors to react. FortiGate integrates file sandboxing capabilities, backed up by the large FortiGuard Labs threat research team. Fortinet provides a very aggressive price/performance proposition. 16

17 QUALIFYING QUESTIONS c c c c c c c Is your current firewall approaching 3 or more years of age? Follow up: Most legacy firewalls of 3+ years have become bottlenecks/breaking points as network bandwidth has increased. Consider a new FortiGate UTM. Are you ready to add more security to your network? Follow up: Most organizations are adding IPS/AV/WF to improve security and doing so on the same box to simplify their network. Have you upgraded (or are you considering upgrading) your network bandwidth? Follow up: This is a natural time to upgrade your firewall/consolidate your network security with a FortiGate UTM. Are you ready to add, expand or upgrade wireless access in your office? Follow up: Most customers find it much easier and affordable to add FortiAPs to be managed by FortiGate. Are you concerned about data breaches making the news and interested in increasing the security of your business? Follow up: According to the Verizon Data Breach Incident Report, more breaches occurred at small than large businesses. Adding FortiGate s top rated security stack is a great way to reduce your risk. Do you host your own website, on-premise or in a cloud service? Follow up: If so, exploiting web server vulnerabilities is a common cybercrime tactic, so our customers often put a Web Application Firewall in front to block attacks Would you like to save money by bringing your voice and communications in-house? Follow up: Many FortiGate customers are adding FortiVoice or FortiMail to move away from expensive recurring charges from ISPs. 17

18 FortiGuard Security Services For more than 10 years, Fortinet s dedicated inhouse threat research team, FortiGuard Labs, has led the industry while developing and constantly updating all of Fortinet s security services. Fortinet s superior and consistent effectiveness at stopping advanced threats has been independently validated by NSS Labs, VirusBulletin, AV Comparatives and other certification and testing organizations. Regardless of size, all customers (and all Fortinet models) can receive the same enterprise-class protections powered by FortiGuard Labs. Most SMB customers select the UTM Bundle of FortiGuard Services with their appliance purchase. This bundle includes the following powerful set of FortiGuard Services: Antivirus, Anti-spam, Web Filtering, Intrusion Prevention, Application Control, IP Reputation and Vulnerability Management. Most of these services can also be ordered individually to customize the solution to your customer s exact needs. Intrusion Prevention Application Control Antivirus Anti-spam Security Web Filtering Web Security Vulnerability Management Database Security IP Reputation Global Fortinet Device Footprint 18

19 Partner Support We have your back and your front, sides and corners too. Fortinet provides a wealth of resources for our partners, including services such as sales and product training, opportunity identification, and advanced technical support as part of the presales process. Small business customers have specialized needs, different from larger organizations and often different from each other. Our global team of channel account manager and sales engineers, as well as authorized training centers and online training resources are at the ready to support you in delivering any products presented in this guide. We also have many online resources to assist you in the sales process. Corporate Website Fortinet Partner Portal Partner App Download FortiLink from Apple itunes Fortinet Network Security Expert (NSE) Learning Center Available through the Fortinet Partner Portal Training Information Product Information Fortinet Icon Library Available on fortinet.com, in the Resources Section 19

20 This Partner Sales Guide is designed to educate and enable Fortinet channel partners on our leading network security solutions. This is not appropriate as a customer-facing document. Copyright 2015 Fortinet, Inc. All rights reserved. Fortinet, FortiGate, FortiCare and FortiGuard, and certain other marks are registered trademarks of Fortinet, Inc., and other Fortinet names herein may also be registered and/or common law trademarks of Fortinet. All other product or company names may be trademarks of their respective owners. v

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