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© Copyright Fortinet Inc. All rights reserved.
NexGen2018
Adding an S to your MSP, Automation & Profitability
MSSP
Geoff Kreiling
Sr. Manager MSSP & Service Enablement
2
Global Cybersecurity Market To Reach $132B By 2020Global cybersecurity market (2020)
$16 B $3 B $10 B $7 B $9 B $13 B $27 B $26 B $21 BTotal = $132 B
Products: $45 B
Services: $87 B
100%
80
60
40
20
0
CAGR
(‘15 – ‘20)
Network Endpoint
Product Service
IAM SVM Hosted MSS Plan Build
9.2% 5.6% 3.4% 8.3% 11.8% 19.5% 11.3% 7.2% 6.6%
<0%
0% to 5%
5% to 10%
10% to 15%
>15%
2015-2020
CAGR
Firewall &
UTM
ManageContent
IDP
VPN
Consumer
Managed Security
Services (MSS)
Content
SVM
IAM
Endpoint
Network
SIEM
Vu
lnera
bilit
y
Ap
plicati
on
Security
Suites
Server
Security
Co
nte
nt
Sin
gle
Sig
n-o
nA
uth
en
ticati
on
Vu
lne
rab
ilit
y
De
vic
e
Po
lic
y a
nd
Co
mp
lia
nc
e
Endpoint Risk Management
Antimalware
Access & Info Protection
Forensics & Incident
Investigation
Privileged Access
Provisioning
Other
Legacy auth
Security device systems
management
Advisory▪ Security strategy &
planning
▪ Enterprise assessment▪ Risk Management
▪ Compliance audit
▪ Architecture analysis &
review
▪ Incident response
Education & Training▪ Awareness programs,
tech training, sec.
certification
Integration▪ Security
architecture
design (network
focused)
▪ Hardware &
software
procurement
▪ Integration of
security
architecture
(product
focused)
▪ Integration of
security
architecture
(third party
focused)
▪ Performance
testing
▪ Security system
migration
▪ Knowledge
transfer
IDC Global Cybersecurity marketing 2017
GM:15% Flat to Down
GM:50%Up
GM:20%Flat to Down
3
Managed Security Service Provider (MSSP) Market
$12.4B in 2018
7.78.5
9.4
10.8
12.4
14.3
16.4
2014 2015 2016 2017 2018 2019 2020
Gartner - Market Share: Managed Security Services, Worldwide, Published: 28 April 2017
MSSP
4
Dominant Market Trends
▪ Security becoming a utility –risk migration
▪ OpEx MSS demand is building
▪ Increased boardroom pressure on C-level
▪ Threat intelligence critical to risk mitigation
▪ 0% Unemployment rate in cyber ops
5
If It Was Easy….
▪ Too many solutions & ideas
▪ Which security strategy to choose
▪ Costs of building marketing, sales & delivery
▪ Must focus resources for quality/profitability
▪ Profitability a dark art
6
Key Considerations
▪ Service customers aren’t buying security vendors
▪ Standardize on a Technology Stack
▪ Pick flexible security platforms
▪ Establish service parameters
▪ Know thyself
© Copyright Fortinet Inc. All rights reserved.
NexGen 2018
Automation & Service Enablement
MSSP
Stephan Tallent, CISSP
Sr. Director MSSP & Service Enablement
8
Automation ROI is Time Based
DevOps
9
Service Domains
Business Network
Operations
10
Service Lifecycle
Monitoring
Change Management
Incidents
(Threats/Outages/Etc)
Routine
Maintenance
Auditing
Onboarding Offboarding
11
Maximizing Margin with Operational Efficiencies
▪ Decrease install times by increasing automation» Est. 60 minutes to less than 15 minutes per device
▪ Decrease change management costs through standardization» Est. from 10-12 hours to 1-2 hours per device per year
▪ Labor rate - $35 to $50/hour for Installation Engineers
0
10
20
30
40
50
60
70
Insta
ll T
ime
Increasing Automation
0
5
10
15
Mg
mt
Ho
urs
P
er
Devic
e
Increasing Standardization
12
Security Fabric and Service Automation
Fortin
et
Security
Fabric
REST
SOAP
HTTPS
SSH
SNMP
FortiDevOpsKit
Container
Your
Business
Business
Components
FTNT
Components
FortiSIEM
13
BROAD
INTEGRATED
AUTOMATED
Visibility & Protection for the
Digital Attack Surface
Detection of Advanced Threats
Response & Continuous Trust
Assessment
NETWORK
FortiGate-VMPartner API
FortiMailFortiAP | FortiSwitch
FortiClient FortiWeb
FortiSandbox
FortiManager, FortiAnalyzer,
FortiSIEM
FortiOS
FortiGuard
The Fortinet Security FabricThird-Generation Network Security
14
Fortinet: Global Network Security LeaderHighlights: 2000 - present
5,100+
EMPLOYEES WORLDWIDE
100+OFFICESACROSSTHE GLOBE
467PATENTS
291 INPROCESS
ISSUED
3.6mSHIPPEDSECURITYDEVICES
340KCUSTOMERS
$1bnREVENUE
IN EXCESS OF
$1.5bnIN CASH
19%YEAR ON YEARGROWTH
2000BY KEN XIE
FOUNDED IN
HEADQUARTERED IN
SUNNYVALECALIFORNIA
15
▪ Empower Fortinet MSSPs
» Support innovation & operational maturity
» OpEx MSS & SecaaS Model Enablement
▪ Deliver specialized support
» Expert team focused on MSSP business model
» Specialized support for multi-tenancy &
automation
» Pilot to production service creation, ROI models
& architecture design
▪ Execute ramp-to-revenue strategy
» Sales alignment & campaign support
MSSP Partner Program
16
The Fortinet Veterans ProgramFacilitating the transition of exceptional military veterans into the cyber-security industry through professional
networking, training, and mentoring.
Path for transition into the cyber-security industry
Educational guidance and career vector
Professional mentoring and networking
Access to the partner hiring community
#NGC18 @TheChannelCo
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