SUCCEEDING WITH LAN

EDGE
Learning to succeed by listening to success

Manish Punjabi, w/ James Allen & Chris Hinsz

April 14th 2021
Overview
The LAN Edge story

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Converged Networks - The Fortinet Opportunity
FortiSwitch, FortiAP, FortiVoice and FortiGate

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LAN Edge Components
FortiGate Appliances
17+ models
• Next Generation Firewall
• WLAN Controller
• Switch Controller
Access Points Switches
20+ models 40+ models
• 802.11ac & Wi-Fi 6 • 1 GE, Multi-GE, 10GE,
• Internal or external antenna 100GE
• Edge, Data Center and Top
• BLE
of Rack
• Indoor/Outdoor/Wall jack • Rugged options
• L2/L3 & Advanced Services
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LAN Edge Use Cases
Solutions across deployment types

Campus Teleworker SD-Branch

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How I Win
A Conversation with Manish Punjabi

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Food for Thought – Why not Fortinet?

• Ten plus years ago:

• Wired networking was about reliability where
you plug the RJ-45 cable and receive an IP
address etc.
• Wireless networking was about how far away
you could provide signal

• Today:
• Networking is about Security: This is core to
Fortinet’s approach of combining the Fortinet
Firewall (FortiGate) to manage and monitor
Fortinet Switches (FortiSwitch) and FortiAPs
 Security Driven Networking

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Multi-vendor vs single
Firewall, Switching, and Wi-Fi
Multi-Vendor Environment
1. 3 different Windows to resolve issues and
alternate between GUI and CLI to manage
2. 3 different Support Tickets to Resolve Issue
3. 3 different Support contracts and costs to keep
track of
4. Controller & Licenses require an Additional $
5. Multiple Account Managers or none potentially
due to fragmented deal size
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Single Vendor Environment
1. Single Pane of glass to oversee 3 elements
with the same GUI to manage & monitor Infra
2. Single Support Ticket leads to faster resolution
3. Single support contract and improved OPEX
leverage for negotiation during renewal
4. Controller & Licenses require NO Additional $
5. Single Account Manager
8
Business Value of Moving to a Fortinet LAN Edge

Convergence of
Breaking down silos through Security
Network and
Driven Networking
Security

Simplified Single interface and operating system

Operations Centralized orchestration and analytics
for resiliency at scale

TCO Benefits Fewer licenses more functionality

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Growing the deal
The potential $$ value of convergence

Contracting Co HQ ($15k  $55k)

• Started as FG-200E and Client w/ HPE &
Alcatel
• Asked about wired, wireless and voice
• Asked why not Fortinet
• Added FortiSwitch, FortiAP, FortiVoice

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Growing the deal
The potential $$ value of convergence

• Online Grocery Delivery (12$k 

$35k)
• Started as FG601E w/ Cisco/Meraki
• Asked about wired and wireless
• Asked how about Fortinet
• Added FortiSwitch

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Growing the deal
The potential $$ value of convergence

• Local Govt new office ($13k  $28k)

• Started as FortiGate with HPE
• Asked about wired and wireless
• Asked why not Fortinet FS & FAP
• 2Q21 DC refresh and new building infra

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Growing the deal
The potential $$ value of convergence

• Auto Dealer Chain – Owner’s Home

• Began as a variety of FG – 1801,1101,601
• Asked about Wired & Wireless
• Asked to consider FortiSwitch & AP
• Phase 1 – FG-601E & FS-448E – 15K$
• Large Future potential for Corporate
network of PAN & CIsco

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Growing the deal
The potential $$ value of convergence

• Large Sports Retail Chain

• Started as FG 601E x 3 w/ Cisco
• Asked about wired
• Asked why not Fortinet
• Remains FortiGate but opens the door for
future FS and FAP discussion

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Growing the deal
The potential $$ value of convergence

• Local School (12K$  65K$)

• Originally wanted FG-601E
• Expanded to include FS and FAP
• Lost to HPE due to management mindset

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Growing the deal
The potential $$ value of convergence

• Local School
• Currently Huawei & CP
• Expanding to 425 x FAP 431F & 432F
• Asked about wired
• Asked why not Fortinet

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Growing the deal
The potential $$ value of convergence

• Local Luxury Retailer

• Started as 400E x 2 with HPE
• Asked about wired & wireless
• Asked why not Fortinet

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Continue to expand with NAC

• Next step after the Infrastructure is in place

• Cisco ISE mandates an infrastructure upgrade, works best only on Cisco’s latest devices
• HPE Clearpass comes from a Wi-Fi domain and isn’t as effective on the Wired
• FortiNAC works with a wide variety of infrastructure including older generation of Cisco
Switches

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Steps for Success

1. Get in early
• Don’t let someone else set the agenda or push a certain vendor set

2. Ask the questions

• What are you doing for the network infrastructure and Wifi?
• Why not use Fortinet?

3. Show how easy it can be

• Use the online demo system or a system your SE has to show the converged management

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Fortinet LAN Edge Vision
A Security-Driven approach to networking through convergence

Secure
• Convergence of security and network access Building, securing
Simple and managing local
• Integrated platform that eliminates appliance, OS, area networks
configuration, and licensing sprawl doesn’t have to be
Adaptive challenging, time
consuming and
• Intelligent, agile, and resilient networking
expensive.

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