On-Demand Replay: https://register.gotowebinar.

com/recording/3439728004739741443

Vince Hwang, Sr. Director – Cloud Security

Sdnei Avelar, Product Manager
 Agenda

1. Challenges
2. FortiFlex Update
3. FortiPoints Introduction
4. FortiMarketplace Overview
5. Use Case Examples

© Fortinet Inc. All Rights Reserved. 2

CFOs Are Coming to the Table

Cost Forecast
Reality

Budget

Cloud Usage

© Fortinet Inc. All Rights Reserved. 3

Challenges
Business Impact and Financial Concerns
Accurate Sizing
Sizing becomes a difficult
task that usually leads to over-spending on unnecessary
over-provision or worse,
under-provisioning
Unpredictable Struggle to Meet Procurement
Costs Spend Commits Delays
As sizing is always faulty, Enterprises make commitments Waiting weeks to procure
to cloud providers to use/spend a licenses for new services
licenses and services creates minimum amount for a deployments or expansion
a huge finance impact negotiated price. Often most is counter-productive and leads
organizations struggle to meet to inefficiency
this minimum.
• AWS: Enterprise Discount Program
(EDP)
• Azure: Microsoft Azure Consumption
Commitment (MACC)
• Google Cloud: Committed Use
Discounts (CUD)
• Oracle Cloud: Universal Cloud
Credits (UCC)
© Fortinet Inc. All Rights Reserved. 4
Minimum Use Commit Explained

Customers adopt minimum
use commits with cloud
providers to make
unpredictable cloud costs
predictable and lower costs.
Commits are often based on
forecasted consumption and
are “use it or lose it”
Often, organizations find
themselves spending less
than forecasted / committed
Organizations desperate to
invest unspent “use it or lose
it” dollars to their benefit vs.
paying it as ”penalty” with
nothing to gain

$ $
$ $ Committed
$ $ “Penalty”
$
$ $ $ Actual
$$ $ $ Spend

Buying Event Opportunity for FortiFlex!

© Fortinet Inc. All Rights Reserved. 5

Seize the Opportunity!
Customers with minimum use commitments

Questions to Ask How We Can Help

1. Do you have a minimum use Fortinet solutions acquired through the

commitment with a Cloud Provider? marketplace and private offers draws down
2. What is the size of your commitment? against minimum use commit dollars
3. When does it come due?
4. How are you doing against that? With FortiFlex, customers can extend the
value and access to “use-it-or-lose-it”
dollars for up to 5 years!

© Fortinet Inc. All Rights Reserved. 6

FortiFlex
FortiFlex
Flexible, points-based usage licensing that simplifies procurement and operational overhead

Enables cost control for customers to right-size their consumption

of services. Unused points can rollover annually to next year with
renewal.

Flexibility for customers to dynamically scale their deployments up

or down, in or out without any procurement hassles.

Cloud and platform agnostic. FortiFlex can be used to deploy any

applicable solutions and services on any deployment.

Simplified operations with centralized visibility and administration

of licenses, and license automation via API.

© Fortinet Inc. All Rights Reserved. 8

FortiFlex Usage-Based Security (Update)
How it Works
Customers/Partners only pay for what they consume daily

VM and
Services FGT FMG FAZ FWB ADC FortiPortal

• FGT-600F
• FGT-40F • FGT-80F
• FGT-1000E/1800F
• FGT-60E/60F/61F • FGT-100E/100F/101F
• FGT-2600F
FortiGate HW • FGR-60F/70F • FGT-200F/200F/201F
Provision through Services • FGT-3000F/3001F
FortiFlex Points FortiFlex portal or API
• FGT-70F • FGT-400F/401F
/3200F

§ Enterprise: Additional points § Any FortiGuard or

can be added at any time. FortiCare Services FAZ Cloud +
SaaS Services
Unused points can be rolled § Any size of VMs & Add-ons FortiWeb FGT FAZ Cloud w/ SD-WAN FortiSASE
Cloud Cloud SOCaaS Underlay
over with valid subscription*
§ Any quantity
§ Post-paid: PAYG model
§ Deployable anywhere
op-prem or cloud
FortClient EMS FortiEDR
Endpoint EMS Cloud
* https://docs.fortinet.com/document/flex-vm/23.2.0/administration-guide/667344/points
© Fortinet Inc. All Rights Reserved. 9
FortiFlex Private Offers
Now available across all major clouds!

FortiFlex on Azure:
EDP
Enterprise Discount Program
CUD
Committed Use Discount
Final steps with Microsoft in progress to
go live

Coming NOTE: All FortiFlex points acquired

Soon! through Azure must be used solely on
Azure.
UCC MACC
Universal Cloud Credits Microsoft Azure
Consumption Commitment

© Fortinet Inc. All Rights Reserved. 10

FortiPoints
Why FortiPoints?
Advance IR
FortiFlex FortiSIEM Services Services FortiMarketplace

Multiple Fortinet
points-based
programs

Each with its

own unique
points system

Introducing FortiPoints:
Single, universal points
balance for all products,
services, and programs
FortiPoints

© Fortinet Inc. All Rights Reserved. 12

FortiPoints Benefits
One program, many possibilities

Even greater licensing flexibility and scalability

Customers get what they want, when they want, and how they
want. Consolidates all points-based programs into one balance and
“points currency”.

Efficient and agile procurement and services delivery

Simplified purchase experience. Eliminates excess procurement
cycles and reduces delivery of services and products from weeks to
minutes.

Access to broad Fortinet portfolio

Single, consolidated program to access a broad catalog of solutions
and services, professional and support services, and training.

Simplified management of all licenses

Single portal to manage licenses and points.

© Fortinet Inc. All Rights Reserved. 13

FortiPoints
One program, many possibilities

§ Four points packages

available:
§ 1K - LIC-FPTS-1K
§ 10K - LIC-FPTS-10K
§ 50K - LIC-FPTS-50K
§ 100K - LIC-FPTS-100K
§ Seat-Based Package
(in progress)
§ Unused points expire
within 3 years

© Fortinet Inc. All Rights Reserved. 14

FortiMarketplace
FortiMarketplace
Agile self-service purchasing

Renew or Upgrade
contracts any time
Pick and choose items
from a broad products Use auto-renew for
and services catalogue longer contracts

FortiMarketplace Flexibility

FortiPoints Credits Express Check-out

Purchase and register Fulfillment is done
points in FortiCare to within seconds
build up balance
Contracts can be
auto-registered
or done later

© Fortinet Inc. All Rights Reserved. 16

Fast Checkout, Fast Delivery
Reduce procurement lead times from weeks to minutes

FortiMarketplace
enhances customer
purchasing experiences
Purchase any time
without delays
Contracts can be renewed
any time
Eliminate over-spending
Contracts delivered
immediately

© Fortinet Inc. All Rights Reserved. 17

FortiMarketplace
How it works

Term-based Subscription
§ Purchase, Renew or upgrade of
annual contracts
§ Several products supported: FGT, FMG,
FAZ, FSW, FAP and FEX
§ Co-term: Monthly subscription

FortiFlex Transfer (Q4)

§ FortiPoints can be transferred to FortiFlex
FortiPoints FortiMarketplace for daily used-based consumption
§ Different exchange rate may apply
§ Prepaid Enterprise FortiFlex only
§ Additional points can be § Access to Fortinet Products
added at any time and Services to renew
§ Unused points expire after or upgrade
3 years § Use FortiPoints to purchase Adv. Services (Q1)
§ Exchange points by several
§ Customize products and
advanced services
services, or purchase an
§ Professional services, Incident Response,
existing renewal bundle Consulting and Training
• https://docs.fortinet.com/document/flex-vm/23.2.0/administration-guide/667344/points
• https://docs.fortinet.com/document/forticloud/23.4.0/asset-management/624027/using-fortipoints
© Fortinet Inc. All Rights Reserved. 18
FortiPoints & FortiMarketplace
Unified and Simplified Program for All Fortinet Services

FortiPoints

FortiFlex FortiMarketplace
Usage-based Services Self-service Purchasing

Daily Licensing Annual Contracts Support & Training

• Simplified and flexible
procurement and fulfillment
Renewals Advanced
VM and
Services Services • Single points program to support
all consumption models for
products and services
FortiGate HW Co-term Consulting
Services Services • Instant delivery and entitlements
• Auto-renewal options
SaaS Services Upgrade Training • Transfer points between programs
and Addons

© Fortinet Inc. All Rights Reserved. 19

Cloud Marketplace Availability
FortiFlex and FortiPoints

FortiFlex

FortiPoints

© Fortinet Inc. All Rights Reserved. 20

Use Cases
Use Case #1
Phased SD-WAN/SD-Branch Deployment

Scenario Benefits
Cost-efficiency & huge savings for customers:
1. Services enabled upon actual production deployment
Customer purchased HW solutions upfront: 2. Service consumption only starts when service is activated
3. Spend tailored based on service kick-off vs full time from
initial purchase – competitive advantage for Fortinet!

FortiGate FortiSwitch FortiAP FortiExtender Reduced operation complexity:

1. Customers own entire license lifecycle
2. Eliminates co-term challenges
3. Zero delivery delay

Customer requires phased roll-out of deployment

Eliminates unpredictable costs and sizing concerns:
1. No need to forecast
2. Deploy what is needed, when needed for services and
subscriptions
3. Easily retain advanced and professional services, and
training as needed to maximize deployment success!

© Fortinet Inc. All Rights Reserved. 22

Use Case #2
Reduced Partner operational complexity

Scenario Benefits
Cost-efficiency & huge savings:
1. Eliminate need to maintain license inventories – huge
Partner maintains FortiPoints balance
savings
2. On-demand activation for services and subscriptions for
PoCs and demos – readily leverage FortiFlex for even
greater flexibility

Reduced operation complexity:

1. Partner now controls whole license process
2. Eliminates co-term challenges

Agility:
1. Partners can now easily decide and deploy NFRs
2. Zero delivery delays
3. Faster delivery of services and licenses to increase customer
satisfaction
4. Easier upsell to customers

© Fortinet Inc. All Rights Reserved. 23

Use Case #3
Use-it-or-lose-it budgets

Scenario Benefits
Preserve budget dollars:
1. Transfer at-risk “use-it-or-lose-it” dollars into FortiPoints to
Organizations / teams facing use-it-or-lose-it budgets extend value and life of those dollars
2. Use balance to acquire services and subscription later
3. Deploy what is needed, when needed for services and
subscriptions

© Fortinet Inc. All Rights Reserved. 24

FortiPoints Key Takeaways
One program, many possibilities

Even greater licensing flexibility and scalability

Customers get what they want, when they want, and how they
want. Consolidates all points-based programs into one balance and
“points currency”.

Efficient and agile procurement and services delivery

Simplified purchase experience. Eliminates excess procurement
cycles and reduces delivery of services and products from weeks to
minutes.

Access to broad Fortinet portfolio

Single, consolidated program to access a broad catalog of solutions
and services, professional and support services, and training.

Simplified management of all licenses

Single portal to manage licenses and points.

© Fortinet Inc. All Rights Reserved. 25