By Tim Fitzgerald, Channel Director, Fortinet Australia
Grow your market share, reduce risk for your clients, expand your services portfolio, reduce your cost of sales and generate repeatable, sustainable revenues. Sounds like the recipe for channel success. Indeed, this is the business model for ‘visionary managed security service providers’ (MSSPs).
Many of today’s enterprises are struggling with their security requirements. They lack trained staff, attacks are more and more automated, they want to embrace digital transformation but the risks – known and unknown – are hindering development. They want to participate in the new cyber-economy but simply don’t have the security expertise to protect their data, applications and people. Some customers don’t even know where to start.
Visionary MSSPs prospering
This is exactly why visionary Fortinet MSSPs are prospering. Visionary MSSPs provide outcomes. They are trusted advisors. Why? Because they provide the exact type of security services that the enterprise requires on an operational expense basis, fully-managed, always on and constantly updated. Scalable, flexible, automated and consistent security across platforms.
Fortinet is moving to the next level with security provision by empowering Australian Partners to build a complete portfolio of ‘as a service’ security offerings. More than 40% of our business worldwide is partners using Fortinet as their platform to provide MSSP programs to their customers.
We want to be the easiest partner for MSSPs to deal with. We believe our solutions allow partners to have one platform to manage many of your security services. Truly integrated and supported across several our products.
Streamlined security service delivery
This technology is at the heart of Fortinet’s 20% year-on-year growth. Now the focus is on streamlining the delivery of Fortinet’s security services from a vendor – buyer relationship to a pay-as-you-go managed services model. Simply put, you can now provide Fortinet’s market-leading security to your clients – large, small or in-between – on a managed services basis so that your clients can reap all of the benefits of the security without taking on additional risk.
The glue that ties them all together is the Fortinet Security Fabric which provides the foundation for a consistent security policy across the entire network covering all users, applications, devices and data.
Benefits for the channel
As you mature your managed security services, the easier it gets. Providing faster, more profitable and sustainable outcomes for your customers. Plus, with the pace of digital transformation, you are always assured of new security services that you can upsell into your client site.
Visionary MSSPs – Full service, sustainable revenues
Visionary MSSPs are well-placed to provide consulting services over and above managed security services. At the very core of the Security Fabric is the security policy. Yet many enterprises have not fully flushed out their policies. Patching, admin read/write permissions, data locations and alerting/mitigation processes are often poorly documented. Without policy, enterprises cannot protect users, data, apps and networks.
Visionary MSSPs can provide a series of data and network audits to help enterprises identify any gaps in their security and then offer the judicious application of security services to rectify the situation.
Visionary MSSPs and Fortinet are combining to help enterprises reduce their risks from digital transformation. With ‘as a service security’, enterprises can implement the security services when they need them, where they need them and adjust as appropriate. The visionary MSSP provides the technical expertise and the service delivery. The result is exactly what the enterprise requires: the capability to fully embrace digital innovation without fear.
Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organisations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks #1 in the most security appliances shipped worldwide and more than 375,000 customers trust Fortinet to protect their businesses. Learn more at http://www.fortinet.com, the Fortinet Blog, or FortiGuard Labs.
Fortinet solutions are distributed in Australia by Exclusive Networks, Ingram Micro and Wavelink.
For more Brand Posts in the Fortinet Security Insight series, click here.
About the author
Tim Fitzgerald is Fortinet’s Australian Channel Director. As such, he is responsible for driving Fortinet’s continued expansion in the channel through building and maintaining relationships with clients, partners and staff. He understands the risks, motivations and opportunities that face Australian businesses as they transform their networks into 21st century revenue centres.