Secure Access Talking Points

Wireless network vulnerabilities are coming into question

Overview o Recent Fortinet surveys indicate strong concern from CIO, CISO and
 Technology and market trends are rapidly changing the way enterprises IT administrators about the vulnerabilities of their wireless network.
Design local area networks, onboard clients and enable business o Retail data Retail data breaches are occurring with alarming regularity
applications of every type. And this has implications for how network access o Private and state sponsored hackers are growing more brazen and sophistacted
security is planned, deployed and managed. As a result, IT administrators
are starting to recognize Network Access and Network Security can no The Highlights
longer viewed independently and in fact are not dependent on each other.  Security + Access: Fortinet’s secure access solutions have robust
 The number and types of network-connected wireless devices network security at their core in addition to connectivity.
o continues to grow exponentially.  Deployment Flexibility: Fortinet offers three solutions: WLAN solutions:
 Wi-Fi is becoming the primary access medium for many of these Integrated, Controller and Cloud managed
o network devices.
 The growth of mobile applications goes hand in hand with the growth
o in the number of devices.
 On top of this unprecedented growth in applications and device
o diversity, users expect a unified access experience – one that ensures
o consistent secure, application and device policies across both wired
o and wireless environments.
 Fortinet’s network access solutions offer the best of next-generation
o firewall capabilities together with enterprise access. As opposed to
o traditional wireless solutions which only address connectivity,
o Fortinet’s secure access solutions have robust network security at
o their core in addition to connectivity.
 As a result of these changes, IT administrators are now recognizing
the need to balancing strong network security, yet also provide the
flexibility of allowing almost any type of device onto the network
Target customers
Did you know?  Any existing customer with a deployed FortiGate NGFW
 Organizations that have traditionally deployed access or security without much
 Growth in Unsecured Connected Devices and apps coordination between the two.
o 33 billion endpoints will be connected by 2020.  Enterprise/SMB customers looking to refresh wireless LAN
o The exponential increase in connected devices present new  Enterprise/SMB customers looking to refresh wired network
vulnerabilities and a growing attack surface which hackers will exploit.  Enterprise customers looking to simplify management of network
o IoT devices in particular such as wireless sensor nodes, access and security infrastructure.
location based beacons and other small devices often are not
capable of supporting a suite of security solutions.
o New vulnerabilities that stem from applications never seen
before on the network.
Secure Access Solution Talking Points
Key Resources What about your security challenges, what solutions do you use today and what
are you concerns?
 Secure Access Solution Presentation  This is really a competitive discussion as it presents the opportunity to
 Secure Access Solutions Guide discuss the single management of all wired, wireless and security. No
 Connect and Secure Solutions Guide degeneration of competitors, just position we have both access and
 Secure Access Solution - First Call Script security and it is a single, easily managed solution. (Call Script)
 Secure Access Solution Video
 Secure Access Solution FAQ Secure Access Solution Diagram

Qualification Questions to Ask Customers and Prospects

The goal of the qualifying questions to gather that can then be used to position a
solution focused on this customer specific needs or desires.

1. Can you tell me a little about your existing network? You are looking for
information about existing vendor, architecture (controller, Cloud, ...), if they
are using a single vendor, their current vendor and their likes and dislikes of
their existing solutions.
 This provides insights into the type of solution to position as well as what
value propositions to focus on (see first Call script)

2. Tell me a little about you IT staff, do you have a dedicated WLAN team?
 The size and focus of their staff will be a good indication of the value of
an integrated vs a Controller solution, (see Call Script)
Fortinet’s Secure Access Solution ensures the same award winning security that is validated by
3. How many sites are you supporting and how large are they, are new sites independent certification agencies (NSS Labs, etc..) is available to every type of Wi-Fi
planned and will remote sites have IT staff on site. deployment, from a stand-alone AP in an isolated office, to a handful of APs in a retail store to
 This will serve to identify a good fit for distributed solution based on thousands of APs deployed across a large campus or even a distributed Enterprise
integrated or cloud solution based on size and # of sites (Call Script)
Fortinet accomplishes this with a rich collection of Secure Access Components.

4. What other vendors are you considering?

 Provides insight into the solution you should focus on,
Meraki - think cloud,
 Aruba think controller, etc. Not a competitive discussion
 Access Edge Devices: FortiWi-Fi / FortiAP Access Points / FortiSwitch- WLAN
Control provided by either on-Premise or Cloud Solutions
 On premise control and Management
 Fortigate - Provides all WLAN management functions plus integrated Firewall and
security services in a single appliance.
 FortiWLC - Traditional WLAN Controller delivering all the WLAN management
services and can be integrated with a FortiGate to provide additional Security.

Cloud management is also available, providing full WLAN management and Security services
without requiring any on-site servers or appliances, just plug-in the remote APs and it
automatically associates to the cloud and pulls its configurationn