NEWS

Fortinet makes Its India Focus Stronger

By VARINDIA - 2010-03-25

As the danger of security threats is becoming more complex, sophisticated and ubiquitous, UTM is being held by more and more security vendors as the panacea for security ills. UTM integrates multiple functions into a single appliance. One such security vendor, Fortinet got into the UTM space in 2002. A channel-friendly company, Fortinent considers India as the most happening place in the security space.

In the last couple of years, a term, which has gained currency in the ever-evolving security server appliance market, is UTM. An acronym for Unified Threat Management, UTM is an appliance, which integrates multiple security features, including Anti-Virus, IDP, Anti-Spam and VPN into a single box.

“Convergence is the buzzword nowadays, and it is not surprising that security space is also witnessing the trend,” says Vishak Raman, Country Manager, India, Fortinet Inc. As a matter of fact, today, UTMs come with anti-spam, anti-virus, intrusion-detection, firewall and packet inspection, and anti-spyware capabilities, as well as VPN connections, Wi-Fi access points and more.

According to IDC, the official definition of UTM is: “Products that include multiple security features integrated into one box. To be included in this category, [an appliance] must be able to perform network firewalling, network intrusion detection and prevention and gateway anti-virus. All of the capabilities in the appliance need not be used concurrently, but the functions must exist inherently in the appliance.”

Analysts predict that UTM appliances will become the central security delivery technology in the next two to three years. As UTM appliances vary significantly from vendor to vendor, it is incumbent upon the users to keep a sharp eye on the fast-changing vendor landscape in order to keep track of their options. Fortinet, a major player in the enterprise market for UTM products, says, “There has been a great demand for products in the market that can help companies handle an expanded threat landscape. Founded in 2000, the company makes network appliances for one-stop security shopping. It provides anti-virus, anti-spam, content filtering, intrusion-detection and prevention, firewall, and virtual private network features in one box that plugs into the network.”

India is a big market for UTM

“The stakes for Fortinet in India are high. The company has been named the number one UTM vendor with 49-per cent market share in India,” said Patrice Perche, Vice-President, Fortinet Inc., in-charge of European and Indian operations. “India is one of the biggest markets for UTM,” added Patrice who was recently on his first visit to India.

“India is the biggest market for UTM. The number of greenfield projects is higher compared to the existing projects. IDC estimates about four and five million as the UTM market in India and overall security market is pegged at about 45 to 50 million dollars,” adds Raman.

Fortinet has only been around in its present form for just six years. The company launched its UTM product in 2002. And, there should be no doubt that the channel-friendly vendor has done very well in the UTM market. Fortinet uses Ingram Micro as its distributor. The company is looking to its relationship with the distribution giant to build up business in India.

As far as the channel model is concerned, Fortinet makes different propositions. The company does not wish to overload the channel. It believes in having selective channels.

Elaborating on the channel model, Raman says, “We don’t believe in quantity, but quality. We are looking for security-aware partners with the right skill sets, which are needed to address the market. The products are very technical. So, we need guys with good understanding of the network.”

Fortinet currently works with a microscopic minority of 18 channel partners, which includes tier I and tier II partners. “Channel is very limited and focused. They all are certified people on the board. They are not only going to sell but also support the customers. We take small but firm steps.”

The awesome crowded security market is witnessing stiff competition. But Fortinet is not concerned. Raman says, “In a UTM space if someone wants to be successful, he will have to own the technology. Fortinet has developed most of its own technology. Most have acquired the technology by partnering with other vendors.”

“There are a lot of vendors that have just crammed up third-party products on their devices and are using them as UTMs,” says Raman.

“Everybody is coming to the UTM space via the firewall route or VPN route, but nobody has the platform to build UTM architecture. We have no competition. In the UTM market, we are the leader. That is what IDC says.”

“Fortinet would not reveal revenue figures from India, but it is growing very fast. The company has four regional offices in Mumbai, Delhi, Bangalore and Chennai. In 2006, the number will be expanded to eight. The contribution of India to Fortinet’s sales is the largest in the Southeast Asian market. There is enough room to grow in the Indian market,” says Raman.

The UTM vendor has started the process of establishing a local authorized training centre in Bangalore. “This Technical Assistance Centre has been set up in partnership with our exclusive distributor Ingram Micro. We want our partners not only to sell but also support the customers,” said Raman.

Fortinet’s channel programme is divided into three segments – Distribution, Value-Added Solution Providers and an MSSP Partner Programme – each with their own levels of participation. The Value Added Solution Provider level is split into four levels – Platinum, Gold, Silver and Bronze. The MSSP Partner Programme has two levels – Star and Premier. The levels are based on the number of trained engineers in a company, revenue and marketing commitments.

The company looks for resellers to specialize in security. Proper training of the channel partners receives high priority in the Fortinet’s scheme of things. “We train them properly. As a matter of fact, we let them go who does not fit into our criteria,” says Raman.

The company has recently decided to replace at least seven reseller partners from the metros for non-performance and upgrade those partners who are performing well.

The Fortinet offers 22 product lines that are designed to offer network protection services across the board ranging from enterprise to SOHO. However, the company’s SMB portfolio is very strong.

The company has recently launched the FortiGate-3600A, claimed to be the fastest in the industry. Apart from helping its partners to increase their revenue, the product will help enterprises boost network performance and security by up to 50 per cent.

Fortinet has taken its first step into the network access control (NAC) space with the launch of FortiGate-224B. A combined security and networking appliance, the device is the first in a new series of LAN security devices that enforce internal security policies at the NAC layer to thwart viruses, worms, intrusion attempts, denial-of-service attacks and blended threats.

Finally…

“The stage is set for appliances to play a crucial role in the security space,” says analyst firm IDC, which forecasts that, by 2007, 80 per cent of all security solutions will be delivered through a dedicated platform. And, the security vendors that can put several solutions on the same appliance have reasons to celebrate. And, Fortinet has the reason to do so.