"Two key areas for expansion, one is the non-metro markets and the other is to work with partners who want to enter the security domain to expand their business"

Fortinet has a very well-established partner base in India. In an exclusive interaction VAR India spoke to Rajesh Maurya, Regional Vice President, India & SAARC at Fortinet to understand the company’s strategic Intent in the Indian Market and how it plans to carry the growth momentum forward.

What is Fortinet’s strategic intent for the Indian Network Security market?

Fortinet is focused to address the problem created by many point security solutions which still tend to be perimeter-based. Today, however, data is distributed, the perimeter is disappearing, and it is being replaced with a sophisticated, meshed network of networks with components that are not only continuously changing but are also frequently temporary.  In this new digital world, classic perimeter-based security solutions need to change. And what’s absolutely certain is that customers can no longer afford security tools to operate in isolation. 

Our Security Fabric architecture approach provides seamless protection across and between different networked environments, whether physical or virtual, and can adapt as business requirements and technologies continue to evolve without compromising on performance of functionality. This holistic approach to security, which is broad, integrated, and automated, sets Fortinet apart from the rest of the security industry.

How do you plan to carry forward the momentum Fortinet has with the Channel Industry?

We have identified two key areas for expansion, one is the non-metro markets and the other is to work with partners who want to enter the security domain to expand their business. Fortinet will recognize the strengths and technical expertise of every partner and work with them in offering solutions in secure SD-WAN, Cloud, SIEM, Secure Wi-Fi and Operational Technology.  This will ensure that partners are able to pick Fortinet solutions that fit into their domain of expertise to extend more value to customers.

We are working with partners to leverage the right tools and services, to play a key role in enabling MSME customers to modernize their networks. In addition to reducing complexity and mitigating security and compliance risks, partners can help MSMEs by offering enterprise-grade services and protections. These services include customizable offerings such as cloud sandboxing, mobile security, application control, antispam, intrusion prevention and more.

Fortinet is armed with a broad portfolio of integrated solutions, tools, and platforms available in any form factor, and solutions designed to operate natively in and between any networked environments. With this partner have an opportunity to radically change the nature of the relationship with a customer and significantly expand business and revenue opportunities.

How can partners help their customers address the key security challenges of remote working in the long-term?

Even as we begin a transition to a new normal, the cultural impact of widespread remote working will remain. 38% of employees expect their companies to expand their remote work policies, meaning that telework will likely stay in place for some time. Over the past few months, customers have had to modify their networks and cut costs to ensure business continuity. With the groundwork now laid, customers must take additional steps to convert their makeshift remote work solutions into reliable and secure business-ready strategies.

Many customers accelerated their transition to the cloud without adequate planning. This resulted in organizations connecting to cloud environments without proper visibility, access control, or data protocols in place. Another area of concern is how customers transferred their workloads to the cloud. Many relied on the "lift and shift" approach, which can result in long-term security and compliance issues. By offering their expertise partners can help customers avoid potential vulnerabilities within cloud migrations. 

When working from home, customers are likely to rely on branch networks that may have not been secured. Partners can leverage SD-WAN combined with Fortinet switches and APs to enable security functionality within existing branch edge hardware. This will enhance work-from-home and branch security while also presenting customer with opportunities to lower costs. 

Customers who are looking to further strengthen their full-time remote workforce strategy, partners should leverage additional teleworker solutions such as FortiCWP, Secure SD-WAN, SD-Branch and FortiAuthenticator to build out their security portfolios. For partners, Fortinet's suite of teleworker solutions facilitates business growth and allows for streamlined operations during these uncertain times. 

SD-WAN and SD-Branch are emerging business areas how can partners Leverage these opportunities? 

At a time when customers need an affordable way to secure and manage their growing distributed networks, while increasing visibility and control, solutions that complicate matters even further need to be off the table. This is where Fortinet’s SD-WAN can show its true value. 

Partners have an opportunity to offer customers an integrated Secure SD-WAN and SD-Branch solution designed to enhance and secure business operations. As customers expand their networks, such a solution creates an opportunity to deepen relationships by providing a value-added service on top of a customized solution. Fortinet makes it easy with unique SD-WAN and SD-Branch solutions that partners can customize for each customer.

Can you help us understand Partner opportunity around Training?

The cybersecurity skills gap has left many enterprise organizations with unfilled security roles. This has led them to seek assistance from third-party service providers to fill positions, provide guidance and deploy new technologies. This support is especially critical today as organization seek to manage and troubleshoot their networks remotely. NSE-certified partners are essential in helping organizations and customers secure their networks by providing day-to-day security assistance and serving as trusted advisors. To achieve success, service providers and partners must not only provide customers with exceptional products, but they must also develop the knowledge and expertise necessary to maximize security investments and create broad security defences for their customers. With up-to-date cyber network security skills and certification-backed expertise, partners can provide customers with expanded service offerings and assist in risk reduction to ensure successful digital transformation. This, in turn, benefits partners by providing an opportunity for increased sales, accelerated profitability and strengthened customer loyalty.