hybrid cloud & security - ingram micro · a unified licensing program for partners to deliver...

1Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Hybrid Cloud & SecurityCurt Vurpillat

Sr. Technology Consultant

INGRAM MICRO Matt Morris

Partner Technology Strategist

MICROSOFTHameed Mohammed

Director of Cloud Channel Sales

FORTINET

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 2

AGENDA

How did we get here and

where are we going?

Azure

Scalable Security and Networking

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 3

The past 25 years…

Selling + Installation Systems

✓ CRM

✓ ERP

✓ EMR

✓ Exchange

Break / Fix maintenance

✓ Infrastructure

✓ Applications / Databases

Upgrades

✓ Analog to Digital to IP

✓ Windows 3.1 to Windows 10

✓ Dot Matrix to Laser

✓ Frame Relay to MPLS

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Network connectivity…

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IHaveAPublicIP-berg

IUseEmail-ville

IStoreMyDataInTheCoud-town

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Customer awareness…

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• Traditional

• Emerging

• Cloud

• Security

What do we now need to know?

• Subscription revenue

• Financing the transition

• Paying sales commissions

• Mass deployments

• Billing

• Staffing

• “Assess to sell”

TECHNOLOGY BUSINESS

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Unprecedented Partnerships

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+

Matt Morris


Hameed Mohammed


Microsoft Azure Overview

organization wide digital platform strategy

Partner of the future

of cloud services providers’

cloud revenue will be

mediated by channel

partners/brokers by 20201

By 2021, at least 30% of the

channel will not exist in the

format we know them today2

worldwide IT channels & alliances predictions April 2017

Quincy

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© Microsoft Corporation Azure

Azure partner

opportunity

Note: all margins used in the chart above represent gross margins

Source: “The Partner Opportunity Assessment for Azure Service Providers," a commissioned Total Economic Impact™ study conducted by Forrester Consulting., July 2019

Strategy and assessments

$

25–30% margins

Migration execution

$$

25–40% margins

Cloud application development

$$$

45–50% margins

Managed services

$$

45–54% margins

Modernization

$$

42–46% margins

Value-added IP

$$

80% margins

© Microsoft Corporation Azure

Unparalleled Innovation

Azure SQL Database

Azure IaaS

Azure Migrate/ Azure Lighthouse

Unbeatable Offers/Programs

Free Extended Security Updates

Azure Migration Program

ISV Certification Hub

Unmatched Security

Azure Security Center

Azure Sentinel

Confidential Computing

Why customers migrate to Azure

Hybrid by design

SQL code parity | Windows Admin Center | Azure Hybrid Benefit

>234%

Modern Workplace

SecurityWorkload

Cloud Infrastructure

Business Applications

Data, AI andIoT

A unified licensing program for partners to deliver cloud solutions for their customers

Offer single packaged solution with your value-added services

Own end-to-end customer lifecycle

Simplifying Your Path To Profitability With Scalable Security & Networking Solutions

Hameed Mohammed

Director Cloud Channel Sales

[email protected]

33

Network Security Leader

Fortinet is among the top 4

public cybersecurity

companies in the world.

Its broad portfolio of solutions

spans Network, Infrastructure,

Cloud, and IoT Security.

$13.1BMkt Cap

~$1.8B - 2018(revenue)

* As of June 30, 2019

415,000+Customers

4.9M+ Appliances Shipments Worldwide

(+30% units WW)

© Fortinet Inc. All Rights Reserved.

The Broadest Security Portfolio in the Industry Built from the ground up to deliver true integration end-to-end


A Menu of Solutions That Work Together

INTEGRATEDProtection across all devices,

networks, and applications

AUTOMATEDOperations and response

driven by Machine Learning

BROADVisibility of the entire

digital attack surface

CloudSecurity

NetworkSecurity

NetworkOperations

Endpoint/DeviceProtection

SecureAccess

ApplicationSecurity

FabricAPIs

FabricConnectors

SecurityOperations


Fabric APIs for End-to-End Integration


Fortinet & Microsoft Azure. 3000+ Customers


Cloud Migration = More Opportunity For Partners

38

39

Partner Opportunity: Security & Networking at Scale

DATA CENTERS

BRANCH OFFICES

IoT/OT EDGE

Migration to Cloud? Critical To Address Shared Responsibility & Expanded Attack Surface

Public Clouds

IaaS PaaS SaaS

Data Data Data

Application Application Application

Runtime Runtime Runtime

Middleware Middleware Middleware

O/S O/S O/S

Virtualization Virtualization Virtualization

Servers Servers Servers

Storage Storage Storage

Networking Networking Networking

Customer Responsibility Provider Responsibility

of cloud security failures will be the result of customer

error

95%

© Fortinet Inc. All Rights Reserved. 40

Courtesy: Odyssey Online

Microsoft owns the mountains, lifts & slopes. Maintains them.

Very clear about it.

Customers see this poster and show up in pajamas and flip flops.

Ingram Micro & Fortinet empower partners to help those customers

realize their dreams. Like this picture.

41© Fortinet Inc. All Rights Reserved.

The Partner You Need: Fortinet

Native Integration with Azure, Office365 & more. Multi-Tenancy, Automation, Scale.

Broad, integrated product range to build differentiated solutions for customer needs

With you in the journey. Resources, benefits, monetization, joint GTM & more.

Partner Engagement Model

Part

ne

rship

Thro

ugh Y

our

Journ

ey

Support to Identify Solutions & Services

Technical Enablement

Sales Enablement

Go-to-Market Partnerships

Microsoft

Ingram Micro

Fortinet

Added value: We are Co-Sell Ready on Microsoft Azure.

© Fortinet Inc. All Rights Reserved. 43© Fortinet Inc. All Rights Reserved. 43

Hybrid Cloud

Web Applications

EdgeSecure,

Compliant Office365

… More Coming Up!

Solution Blueprints for Top Opportunities

Solution Blueprints – The Easy Button

Why Customers Care? How Can You Monetize?

Reference Architecture

Azure +Fortinet SKUs Needed.

Sizing.

Marketplace. Guidance, Templates

45

Protect Customer Assets within Public Cloud

Campus/ Branch

Offices

Remote Users

AZUREvNET1

V

M

V

M

Customer’s Cloud Network

vNET

FortiGate FortiAnalyzer FortiManager

Partner Cloud Security Services Hub

vNET2

V

M

V

M


vNET(n)

V

M

V

M


App ControlAntiVirus Web Filtering IPS/ID

S

+ + + +

SD-

WAN

+

FortiGuard

• Protect Customer Cloud Assets

• Protect customer cloud data storage or applications.

• Provide a secured virtual private cloud instance with threat monitoring and security management

• Protection of cloud resources migrated from data center to cloud

• Security enforcement entering and leaving cloud instance

• Provide remote connectivity VPN to the data center

• Centralize corporate Internet advanced threat protection with automated enforcement

46

VM Instance Performance

VM01/01V VM04/04V VM08/08V VM32/32V

Firewall 12 Gbps 28 Gbps 33 Gbps 50 Gbps

IPSec VPN 1.0 Gbps 3 Gbps 5.5 Gbps 7 Gbps

SSL-VPN 800 Mbps 2 Gbps 4.5 Gbps 8.6 Gbps

App Control 2.0 Gbps 4.5 Gbps 9 Gbps 17.5 Gbps

IPS

(HTTP/Enterprise Mix)

3.5 Gbps /

1 Gbps

8 Gbps /

3 Gbps

15.5 Gbps/

6 Gbps

29 Gbps/

19 Gbps

NGFW

(Enterprise Mix)850 Mbps 2.5 Gbps 4.5 Gbps 16.5 Gbps

Threat Protection

(Enterprise Mix)700 Mbps 2 Gbps 3.5 Gbps 13 Gbps

Scale performance to customer requirements

47

Service Bundles

Basic

Firewall / VPN

Services

All Above +

IPS / Malware AV

All Above +

Full UTM Stack

Bandwidth Requirements

VM01/01V – 12Gbps

VM04/04V – 28Gbps

VM08/08V – 33Gbps

VM32/32V – 50Gbps

Options

+

Service Bundle Options

+

High Availability

+

Custom Integration

Hybrid Cloud Offering Components

48

MSSP Bundles – Public Cloud Firewall Good Better Best Custom

24/7 Threat Monitoring / Alerting / Reporting / Response

FortiGate Stateful Firewall

IP Sec VPN

Express Route Protection

Intrusion Prevention

Malware / AV

Application Control

Web Content Filtering

Identity and Access Management

Data Leak Prevention

SSL Inspection

Cloud Access Security Broker

Cloud Sandbox

High Availability

Explore, Develop & Test

Hybrid Cloud Solutions. Delight your

customers. Make Azure Even Better.

Seed Unit Program


Ingredients You Need. To See What is Possible.

Next Gen Appliance

1 Yr. Subscription.

Security Intelligence

Services

Architects to Assist.

Automation, Configs,

Training & more.

HYBRID CLOUD, SECURE SDWAN & MORE. Integrate Enterprise Branches & Data Centers with Microsoft Azure

To qualify for this free program, contact us at [email protected]

REFER TO SURVEY on chairs

51

Try With FREE FortiGate 60E First. Then Pick The Right Fit.

Routing

Switching

NGFW

IPSec

IPS

AV

URL

Sandboxing

AP Controller

Switch Controller

Fabric TopologyPolicy/Objects

Application Control

Audit ReportsSD-WAN

FortiGate 30-90

FortiGate 100-900

FortiGate 1000-3000

FortiGate 5000/7000

Rugged

FortiGate 01 - Unlimited

FortiGate 01 - Unlimited

Security Processor (SPU) Powered Virtualized

FortiGate 6000

High-EndMid-Range Virtual MachineEntry-Level CloudChassisUltra High-End

FREE FortiGate 60E


• FortiGate 60E data sheet. Link to data sheet

• Subscription. Security Intelligence Services. Link to Enterprise Bundle

• Fortinet for Cloud. Link to Fortinet’s Website

For more information, [email protected] or talk to your Microsoft Account Manager.

Resources

https://www.fortinet.com/content/dam/fortinet/assets/data-sheets/FortiGate_FortiWiFi_60E_Series.pdf

https://www.fortinet.com/content/dam/fortinet/assets/solution-guides/sb-fortiguard-labs-enterprise-bundle.pdf

http://fortinet.com/cloud

Grow Microsoft Azure Consumption

Factors driving customers to move applications back from public

cloud into their own infrastructure: performance and security.

With Scalable Security & Networking

Hameed Mohammed

Director Cloud Channel Sales

[email protected]

NAME OR LOGO

Your Security & Networking PartnerMIGRATE TO AZURE WITH CONFIDENCE.

EFFICIENT, AUTOMATED OPERATIONS AT SCALE.

NEW REVENUE STREAMS.

NATIVE INTEGRATION

Complements Azure, Office365.

Deep visibility, proactive

response at scale. Cross-Prem.

OVERCOME TOP CONCERNS

Security, Compliance, Network

Performance, Multi-tenancy and

better TCO.

CHANNEL FIRST

Partner program spans your

journey. Tech & business

enablement to GTM.

Dedicated Account Manager.

Workshop to help increase margins &

create additional revenues.

Architecture Support. Automation

support.

AMONG THE TOP 4 PUBLIC CYBERSECURITY

COMPANIES IN THE WORLD. AT 70% OF

FORTUNE 100 COMPANIES. OVER 400K

CUSTOMERS.

BROAD PORTFOLIO OF SOLUTIONS SPANS

NETWORK, INFRASTRUCTURE, CLOUD, AND

IOT SECURITY.

MULTIPLE GARTNER MAGIC QUADRANT

RANKINGS & NSS LABS RECOMMENDATIONS.

MICROSOFT SECURITY ALLIANCE PARTNER.

CO-SELL READY GLOBAL ISV. OVER 2900

CUSTOMERS ON AZURE.

EXCLUSIVE OFFER!

Contact [email protected]

mailto:[email protected]

NAME OR LOGO

Backup Slides

55

NAME OR LOGO© Fortinet Inc. All Rights Reserved.

HELPING MICROSOFT PARTNERS GROW THEIR AZURE BUSINESS

Focus on Migration. Grow consumption.

But Security, Networking among top concerns & just Migration, race to 0.

Incentives to attach IP Co-Sell ISVs

Hard to find capable, horizontal ISVs with resources

Target End of Life, SAP, Open Source, VMware customers.

Need more than lift & shift. Security & Networking at least.

Repeatable Security & Networking Solutions. Grow Consumption

Native Integration. IP Co-sell. Enablement, GTM. Channel First.

Integrations, Case Studies: Win/SQL, SAP, Adobe, VMware, OSS


Training, Architects,

Migration Tools

Fortinet Contributes

Partner Solutions

Go To Market Benefits


Incentives & Credits


Automation. Visualization

On-Prem Asset Disposition

IT Outsourcing

Fortinet: Security, Networking

Governance, Risk, Compliance …

Top customer concerns addressed. Shorter sales cycles. Additional

revenue streams for partners. Secure, scalable hybrid clouds.

Accelerate Top

Partners’

Azure Migration

Business

MICROSOFT’S DATA CENTER OPTIMIZATION PROGRAM PARTNER

Link

https://usdco.azurewebsites.net/PartnerSolutions.aspx


Alignment with your core businesses

SHI investment in Data Centers. Hybrid Cloud (VMware), Branch Offices, Mobile Workforce

Cloud Migration Projects = Race to Zero With Fortinet, attach services, solutions that go beyond a migration project.

Customers with Fortinet hardware On-Premise Prefer Fortinet in cloud too. Familiar management, seamless integration.

Customers with Multi-cloud deployments Hard to learn, implement and use security+networking tools native to each cloud.

SAP, Office365, Adobe Business Well bounded, repeatable opportunities with Fortinet’s solutions for these platforms.

Standalone Cloud Consulting Web workload protection, networking for scale and speed. Plus SaaS solution.

59Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Hybrid Cloud & SecurityCurt Vurpillat

Sr. Technology Consultant

INGRAM MICRO Matt Morris


MICROSOFTHameed Mohammed


FORTINET

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hybrid cloud & security - ingram micro · a unified licensing program for partners to deliver...

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