PowerPoint Presentation · Awareness programs, tech training, sec. certification Integration Security architecture design (network focused) Hardware & software procurement Integration

© 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

[email protected]

#NGC18 @TheChannelCo

Don’t Forget to Rate This Session in the App!

How to Rate Sessions:

1. Tap on Event Agenda icon

2. Tap on the session you want to rate

3. Tap how many stars

4. Write a review (if you want)

5. Submit!