Company Profile

Fortinet Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support
Solution
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Fortinet

Piranha Program May 2011

Partner Version

Fortinet Company Profile

Fortinet Selling Strategy: Utilize channel partners to sell security gateway UTM appliances into customer
deployments, then add-on security term subscription services to the initial box sale
Revenue: (last 12 months ending 12/31/2010) $324.7M
Gross Profit/Profit Margin: $182.1M / 12.7%
Financial Strategy: Went public in Nov. 2009; over half of itsrevenue is in term subscription services

Company Profile

C
 ore Products/Technology: Network and content security product lines; specializing in Unified Threat Mgmt.
(UTM) all-in-onesecurity gateway appliances, which consolidate network firewall, VPN, IPS, anti-malware,
anti-spam, web/URL filtering, and WAN acceleration into a single device
Channels Strategy: Operate traditional 2-tier distribution model WW

Fortinet Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning

Product Portfolio

Products Offered

Network Security,
Content Security,
EndPoint Security

Network Security Platforms and Appliances, Messaging Security and Appliances,

Endpoint Security Suite, WiFiAPs, LAN Switches, Web Security Appliances,
Database Security Appliances, Vulnerability Mgmt. Appliances, Centralized Mgmt./
Logging / Reporting Platforms, Security Term Subscription Services

Network Security
(Infonetics)

2007

2008

2009

2010

Cisco

39.5%

38.5%

35.6%

34.5%

Fortinet

3.2%

4.1%

4.8%

3.4% *

* Note: Infonetics adjusted Fortinet revenue for all of CY2010

Service & Support

Solution
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Fortinet Positioning
Fortinet Positioning

Cisco Assertion

Primary Value Proposition: Security Performance

Cost

Response: or is it Fast Easy Cheap?

Performance claims per Mb/S are questionable and
unproven therefore create the illusion of better cost
per Mb/s and imply better TCO

Flexibility: Broad hardware offering security software

modules security subscription services

Response: Basically means lots of different sized

OEMed boxes - plus many add-on software licenses
and home-grown annual term subscription services
with the sale of every box

Flexible, Unified Security Platform

Response: Cramming more services into the same

box and all running off the same CPU predictably
degrades performance

Company Profile
Fortinet Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support
Solution
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Why Cisco
Ciscos SecureX Architecture: A next-generation security architecture includes:
C
 ontext-aware security enforcement elements that are independent of the physical infrastructure and can be
deployed in a highly distributed way
A new context-aware policy language that helps manage the context-aware enforcement elements
Cisco AnyConnect, which tethers any device, anytime, from anywhere, into the security enforcement fabric
Virtual and cloud platforms that attach to Ciscos virtual datacenter switching capabilities

Company Profile
Fortinet Positioning

C
 isco Security Intelligence Operations, a cloud-based service that provides global context and threat
intelligence
C
 omprehensive, extensible APIs (application programming interfaces) that allow Ciscos own management
systems and partners to plug in and complete the security ecosystem

Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support
Solution
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Fortinet Comparison
Why Not Fortinet

Questions to Ask Customers

Business Reasons

Business Questions

Primarily a network UTM vendor, and various other point

productsthat have minimal integration with other network
infrastructure

Lack of validated network designs, deployment reference

architectures, resulting in higher implementation risk

Very weak support services; mostly reference and defer

After the initial product discounting, what is the true cost of

overlaying those point products onto your network?

What level of implementation risk is your organization

willing to accept?

When support issues arise, how much time and trouble will
be acceptable to your business?

support to its regional channel partners

Company Profile

Solution and Architecture Reasons

No TrustSecthat can provide rich access control granularity,

Fortinet Positioning
Why Cisco

posture assessment/remediation functionality, and L2

integrity/confidentiality that spans multiple operational
devices

Very weak security integration for converged wireless/

wired, or U.C., architectures

Little support for cloud-based computing models outside of

providing MSSP CPE equipment

Comparison

FortiClient VPN client only available for Windows

Technology/Product Reasons

Architecture Positioning

Core expertise for UTM point product security but

little else

No converged security and mobility client like

Infrastructure Positioning

AnyConnect 3.0

Lack of expertise/technology in: Switching, Enterprise

Routing,Mobility, WAAS, L2 Security

Service & Support

Very weak overall wireless support; WLAN functionality only

Solution and Architecture Questions

How will your security architecture accommodate the
growing number of networked client devices?

How will your security integrate with a converged wired/

wireless network infrastructure?

Will your secure network infrastructure allow for expanded

computing architectural options?

Will your security architecture be integrated into the

network fabric, or simply be a point product overlay?

Technology/Product Questions
C
 an you ensure pervasive secure client mobility?
Do you require a vendor with deep expertise, with
products and integration across product segments?

Are you considering how Ciscos architectural approach

positively impacts both CapExand OpEx?

Will your upcoming security requirements need to be

flexible and adaptable to other computing models?

in lower-end UTM models and recent OEMed APs

Solution
Piranha Program | 2011 Cisco Systems, Inc. and/or its affiliates. All rights reserved. Cisco Confidential For Cisco Use Only.

Architecture Positioning
Element
Borderless
Networks

Cisco Differentiators
TrustSec2.0 and SecureX architectures; AnyConnect 3.0; Secure

Company Profile
Fortinet Positioning
Why Cisco
Comparison

Data Center
and
Virtualization

Location/ID Separation Protocol (LISP); Cat6K BSN2 and Sup 2T,

Architecture Positioning
Infrastructure Positioning

Service & Support

Routing platforms; ASA 5500 platform

Cisco Prime NCS 1.0 Product Suite (WCS 8.0) and LAN
Management Solution (LMS) 4.1
Cisco EnergyWise delivers energy efficiency and savings to IT and
facilities
Integrated into the network, EnergyWise, along with its Orchestrator
console, controls and monitors power for a wide variety of devices
A medianet ready borderless network ensures that your network not
only delivers a high-quality video experience but also help ensure
that your network is ready for changing bandwidth demands

Nexus 7K+FEX; 7500 Flex Controller; NAM 5.1

Unified enterprise switching, storage, computing and cloud service
solutions
An Architectural Framework for the Evolving Data Center:
Cisco Data Center Business Advantage represents an architectural
framework for connecting technology innovation to business
innovation. It is the foundation of the Dynamic Networked
Organization
Innovate Quickly and Efficiently: Cisco Data Center Business
Advantage represents a fundamental shift in the role of IT into a
driver of business innovation. Businesses can create services faster,
become more agile, and take advantage of new revenue streams
and business opportunities. Cisco Data Center Business Advantage
increases efficiency and profitability by reducing capital, operating
expenses and complexity. It also transforms how a business
approaches its market and how IT supports and aligns with the
business, to help enable new and innovative business models
Keep Control of Your Data Center Architecture: The Cisco Data
Center Business Advantage architectural framework is delivered
as a portfolio of technologies and systems that can be adapted to
meet organizational needs. Customers can adopt the framework

Fortinet Weakness
N
 o system wide view of mobility
Only minimal switching and routing
products/capabilities

No energy management features

Primarily targeting MSSPs to

deliver cloud-based support,

mostly in the form of deploying
FortiGateUTM CPE devices
Virtualization support delivered
primarily via virtual instantiations of
security services on the security
gateway devices themselves

Solution
Piranha Program | 2011 Cisco Systems, Inc. and/or its affiliates. All rights reserved. Cisco Confidential For Cisco Use Only.

Architecture Positioning
Element

Cisco Differentiators

Fortinet Weakness

in an incremental and granular fashion to control when and how

they implement data center innovations. This allows them to easily

evolve and adapt the data center to keep pace with changing
organizational needs
Be Free to Choose: Data Center Business Advantage preserves
the customers ability to work with other industry leaders to solve a
particular IT or business problem. Because Data Center Business
Advantage is built around an ecosystem-centric framework and
open solution stacks, customers can easilywork with your existing
data center vendors and Ciscos industry-leading community of
development, design, and deployment partners

Company Profile
Collaboration

Fortinet Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support
Solution

 edia Monitoring, Metadata, MSI and Media Services Proxy

M
 XE, Video conferencing with ISR G2
M
Cisco Prime Collaboration Manager (CM) 1.0
MedianetAssessment Services and Migration Advisor Tool
Unified enterprise communications (VoIP), conferencing, instant

messaging, email and collaboration solutions

Any to Any: We uniquely enable people to work together naturally
anywhere,on any device, with any content
Cisco lets people use the devices they have today [Apple, Android,
RIM, latest tablets], safely
Cisco integrates TelePresencewith a laptop WebExconference with
a smartphoneaudio call, simply, so everyone has the best meeting
possible
With Cisco collaboration solutions, people can work with individuals
in other companies, using video, unified communications and
presence as if they were inside a single company
Cisco keeps costs low and flexibility high through cloud deployment
models and standards, vendor and platform interoperability
Video Everywhere: Video is an essential part of effective, natural
collaboration.Only Cisco provides the breadth of applications and
endpoints to make pervasive video a reality
Cisco made voice over the network the standard for business.
Weare doing the same for video

Piranha Program | 2011 Cisco Systems, Inc. and/or its affiliates. All rights reserved. Cisco Confidential For Cisco Use Only.

N
 o video services
Only very weak support for

security affiliated unified

collaboration, mostly in the form
of very basic VoIP inspection and
filtering capabilities

Architecture Positioning
Element

Cisco Differentiators

Fortinet Weakness

Only Cisco has the broadest suite of video endpoints to integrate

video into the fabric of how we work

Only Cisco has a business video architecture [medianet] for scale,

speed and reliability

Cisco is driving a new wave of video experiences that change the

way we communicate, collaborate, and enjoy entertainment - in the

home, at work, and on the go
New Collaborative Workspace: Cisco is converging social, mobile,
video, and unified communications capabilities, to shape the new
collaboration experience
Advancement in collaboration is influenced by the rapid changesin
the consumer market
No other company empowers individual collaboration style as well
as Cisco with the broadest choice of how to communicate based
on preference, location and device
Cisco makes work personal again, using a network-based approach
to quickly locate the most relevant experts and information and cut
through information overload
Unlike others, Cisco provides deep integration with existing
software and hardware infrastructure so IT doesnt have to rip and
replace
In this new, more connected world, no other company offers a
network-based approach to keep organizations safe because the
network provides greater security and policy management control
Cloud Collaboration: When it comes to deploying collaboration, one
size does not fit all
Only Cisco provides the combination of:
A broad set of collaboration applications including voice, video, web
and customer care
Flexible deployment models across private, public and hybrid clouds
Virtualized applications AND desktop clients

Company Profile
Fortinet Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support
Solution

Cisco
Services

Advanced Services across routing, switching, security, WLAN and

WAAS infrastructure elements - assessment, planning & design,
migration and optimization across all technologies

Piranha Program | 2011 Cisco Systems, Inc. and/or its affiliates. All rights reserved. Cisco Confidential For Cisco Use Only.

Virtually non-existent internal

capabilities; primary services

model is to outsource/defer this
function to partners

Infrastructure Positioning
Element
Routing

Cisco Differentiators
Full featured enterprise routing for campus, branch

offices and WAN

Integration of routing platforms with security, switching,
WLAN,and WAAS
Switching

Full-featured enterprise switching for campus,

Company Profile

Fortinet Positioning

Why Cisco

Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support

Security

distribution access, and branch office. First in industry

pass-through PoE and powerful security capabilities
for PCI DSS
Fully integrated with security, WLAN, and routing. New
integrated controller WiSM2 for Cat6500
Broad architectures to optimize security (Cisco
TrustSec technology), video (medianet), and energy
management (Cisco StackPower)
Infrastructure support for performance monitoring
mediatrace, Medianet Services Interface (MSI) and
Media Services Proxy
Commitment to investment protection with Cat6500
Sup2T supervisor with 3x performance and 4x
scalability
Driving down TCO through competitive CapEx and
lowest OpEx

SecureXArchitecture: Context-aware security that

combines in-depth local network context from Cisco

TrustSec, real-time global threat intelligence from
Cisco SIO, and unique mobile client insight from Cisco
AnyConnect
Broad, integrated array of enterprise-class firewall,
network IPS, IPsecand SSL VPN platforms; web and
email content security delivery platforms; secure
routing platforms

Fortinet Weakness
Only basic routing capabilities within their
FortiGateappliances

Not a Fortinetcore competency

Have basic switching capabilities within their

FortiGate appliances
Also have weak switching product line called
FortiSwitch3 models - up to 10 Gig Ethernet
- product launched earlier this year, using
technology/silicon from Fulcrum
Virtually no market penetration with these
FortiSwitch products

Security appliance point products specializing

in UTM all-in-one overlay devices that lack

network infrastructure integration
Weak security client offerings
Very weak SSL VPN offering
No real network IPS sensor appliances, only has
a truncated deep inspection IPS embedded in
the FortiOS firmware
Home-grown security term subscription
services
No NAC/TrustSec offering

Solution
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10

Infrastructure Positioning
Element

Cisco Differentiators

Fortinet Weakness

TrustSec2.0 with Identity Services Engine (ISE) -

Policy-driven architecture for integrated user and

device identification, endpoint posture control, granular
wired and wireless access controls, L2 integrity/
confidentiality, and user/device-based access
management to enterprise resources across an
organizations campus, branch and remote sites
AnyConnect 3.0 - converged security and
mobility client
PCI 2.0 Architecture Guide andTrustSec2.0 Planning
and Design Services

Company Profile
WLAN

delivering Enterprise-Class RF performance, reliability

and lower TCO, teleworker AP for OfficeExtend (AP600)
with zero touch deployment

Fortinet Positioning

Basic WLAN functionality exists in a few lowend UTM devices

Also now have a WLAN thin access point

products (FortiAP 210/220/222B) running
BusyBoxembedded Linux

NCS (was WCS) for integrated wired/wireless

Why Cisco

management with comprehensive provisioning,

management, monitoring and troubleshooting for WLAN,
location, wireless IPS and CleanAir

Flexible and secure architecture: unified, autonomous,

Comparison

H-REAP, OfficeExtend, indoor/outdoor, CAPWAP APcontroller tunneling, controllers to address a variety of

deployment requirements, comprehensive integrated
security for wired and wireless IPS

Architecture Positioning

Must use FortiGatesecurity gateways for WLAN

Controller functionality

 o SSID->VLAN Interface bridging

N
 o PoE support
N
APs are OEM - use off-the-shelf HW
Not a Fortinet core competency

Next Gen controllers with line rate encryption

performance (5500) and integration with Cat 6500

(WiSM) & ISRG2 (WLCM2), Flex 7500 for enterprise
scale remote AP deployments

Infrastructure Positioning
WAAS

Service & Support

Advanced RF features across a family of 11n APs

Full featured enterprise WAAS appliance, integration

WAN acceleration supported in selected

Router-integrated WAAS via ISR platforms (WAAS

Not a Fortinet core competency

with switching and mobile clients

Express, WAAS on SRE)

FortiGate appliances

Solution
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11

Service & Support

What to Do Next?
Apply the service advantage and identify additional resources toleverage during the sales engagement

Fortinet Services and Support Pale in Comparison to Cisco

C
 isco Security Intelligence Operations: With the increase in blended, cross-protocol, and cross-vendor
vulnerability threats, the security industry has come to recognize that point defenses, which protect from
individual threats or protect individual products, are no longer enough. Integrated security management,
real-time reputation assessment, and a layered, multipoint approach are needed

Company Profile

Fortinet services dont address network optimization. Cisco services do!

F
 ortinet cant offer the predictive maintenance and alerts capabilities that functionally match Smart Care and
Smart Call Home

Fortinet Positioning

Fortinet cant begin to match the world class levels of customer support as Cisco TAC
C
 isco Channel Partners: The Cisco Security Specialization Program recognizes Cisco channel partners that have
developed the skills required to sell, design, install, and support Cisco network security solutions for customers.
As Internet business solutions are adopted, Cisco Security Specialized Partners can meet the growing demand
for critical security implementations and supportservices. Fortinet cannot match these channel resources and
skill sets!

Why Cisco
Comparison

And still more Cisco proof points that dwarf Fortinets capabilities:

Architecture Positioning
Infrastructure Positioning

- Over 20 million security appliances, and 100+ million clients, deployed

- Threat Operations team: 500+ analysts 5 global locations

- Largest Sensor Network millions of sensors globally

Service & Support

Solution
Piranha Program | 2011 Cisco Systems, Inc. and/or its affiliates. All rights reserved. Cisco Confidential For Cisco Use Only.

10

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Solution

Company Profile
Fortinet Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning

Why Cisco Services

Why Not Fortinet Services

Why It Matters

Deep Borderless Networking Expertise:

Ciscos services bring deep, industryleading expertise to wireless, security,
routing/switching and rich media
(medianet)

No similar offering

Ciscos expertise addresses all

Borderless Networks Architecture
technologies to deliver a complete
service solutionfor customers .
Fortinetonly addresses a small fraction
of customer needs

Smart Professional Services: Ciscos

Network Optimization Service comes with
smart analytics that use intuitive graphics
to monitor compliance with industry best
practices

No similar offering

The smart analytics in Ciscos Network

Optimization Service give customers
a simple means to boost operational
excellence, mitigate risks, cut cost and
complexity, and benchmark their policy
compliance

Comprehensive: A portfolio of leading

analysis, design, and deployment
expertise to minimize the risk of
implementation and optimize the network

No similar offering

Ciscos experience in assessment,

design, installation, migration and
network optimization is available directly
to customers for every phase of the
network lifecycle

Limited Lifetime Warranty

No similar offering

Ciscos warranty provides the duration,

coverage and advance hardware
replacement that enterprises need and
that Fortinetlacks

Quality Leadership: Cisco ranked first in

service and support when 684 customers
rated their suppliers in the 2010 version
of CIO Insight magazines annual Vendor
Value survey. Ciscos services also
ranked first in a recent customer survey
by Infonetics

No similar offering

To achieve their full potential, Borderless

Networks need effective enablement
and support by services that range from
planning to optimization. Customers
can rest assured that they can gain the
necessary services breadth, quality and
effectiveness from Cisco

Service & Support

Solution
2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries.
A listing of Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners.
The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R)
C96-666133-00 05/11

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