Fortinet’s vision is consolidation of products

Rajeev Abichandani,    
Sr. Channel Manager - India & SAARC, Key Partners, Fortinet    

"The cybersecurity market in India is close to three billion dollars in 2023 and it is growing at 30% CAGR. The opportunity in this space is humongous. If you see our feet on the street, it is more than 200 sales guys and it will be fair to say that we are the number one peer play cybersecurity company in India. We have more than 800 engineers in Bangalore and Pune and are working on Make in India solutions. We are a 100% channel centric company or a channel first company. We are known for next-generation firewalls.

But for us more than 200 people, the biggest workforce in the cybersecurity industry in India, Firewall is not enough. For us when you have sold a firewall, it’s like a foot on the door already. Our concept of selling a firewall is converging security and network together, simplified operation, less complexity and more importantly underpinned by a single OS. We are the only vendor who does not charge a license for SD-WAN, it is built into the firewall. When we sell a firewall, we have the ability to control a lot many adjacencies or security gears in the customer environment. The vision of the company is consolidation of products. Cybersecurity is the most segmented solution in the industry, we have more than 200 vendors in India and they are all thriving. After COVID things have changed, customers are looking to consolidate their security solutions and build platforms. They are consolidating into two or three platforms."