Company Profile

Fortinet Positioning
Why Cisco
Architecture Positioning
Infrastructure Positioning
Service & Support
Cisco Confidential—For Cisco Use Only


Piranha Program — May 2011
Partner Version

Appliances. Database Security Appliances. 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. Vulnerability Mgmt. over half of itsrevenue is in term subscription services Company Profile C  ore Products/Technology: Network and content security product lines. 1 3 . Security Term Subscription Services Network Security (Infonetics) 2007 2008 2009 2010 Cisco 39. EndPoint Security Network Security Platforms and Appliances.5% 38. specializing in Unified Threat Mgmt.1% 4.2% 4. and/or its affiliates. (UTM) ”all-in-one”security gateway appliances. Content Security.Fortinet Company Profile Fortinet Selling Strategy: Utilize channel partners to sell security gateway UTM appliances into customer deployments.5% 35. Cisco Confidential — For Cisco Use Only. anti-malware. Inc. All rights reserved. VPN. WiFiAPs. LAN Switches. 2009. Centralized Mgmt. IPS.5% Fortinet 3. Messaging Security and Appliances.6% 34. Web Security Appliances. web/URL filtering.8% 3. then add-on security term subscription services to the initial box sale Revenue: (last 12 months ending 12/31/2010) $324./ Logging / Reporting Platforms.1M / 12.7M Gross Profit/Profit Margin: $182.7% Financial Strategy: Went public in Nov. which consolidate network firewall. anti-spam.4% * * Note: Infonetics adjusted Fortinet revenue for all of CY2010 Service & Support Solution Piranha Program | © 2011 Cisco Systems. Endpoint Security Suite.

Cisco Confidential — For Cisco Use Only. 2 4 . Inc.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 . 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 Piranha Program | © 2011 Cisco many add-on software licenses and home-grown annual term subscription services with the sale of every box Flexible. and/or its affiliates. All rights reserved.

which tethers any device. Cisco Confidential — For Cisco Use Only. a cloud-based service that provides global context and threat intelligence C  omprehensive. extensible APIs (application programming interfaces) that allow Cisco’s own management systems and partners to plug in and complete the security ecosystem Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Piranha Program | © 2011 Cisco Systems. All rights reserved. into the security enforcement fabric Virtual and cloud platforms that attach to Cisco’s virtual datacenter switching capabilities Company Profile Fortinet Positioning C  isco Security Intelligence Operations.Why Cisco Cisco’s 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. Inc. anytime. from anywhere. and/or its affiliates. 3 5 .

C. 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. L2 Security Service & Support Very weak overall wireless support. 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.Mobility. and various other point productsthat have minimal integration with other network infrastructure Lack of validated network designs. Fortinet Positioning Why Cisco posture assessment/remediation functionality. 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. and/or its affiliates. All rights reserved. Cisco Confidential — For Cisco Use Only. and L2 integrity/confidentiality that spans multiple operational devices Very weak security integration for converged wireless/ wired..0 Lack of expertise/technology in: Switching. Inc. resulting in higher implementation risk Very weak support services. Enterprise Routing. 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. 4 6 . with products and integration across product segments? Are you considering how Cisco’s 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. 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 U.Fortinet – Comparison Why Not Fortinet Questions to Ask Customers Business Reasons Business Questions Primarily a network UTM vendor. mostly reference and defer After the initial product discounting. WAAS. deployment reference architectures.

Businesses can create services faster. 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. 5 7 . It also transforms how a business approaches its market and how IT supports and aligns with the business.0.0) and LAN Management Solution (LMS) 4. Architecture Positioning Infrastructure Positioning Service & Support Routing platforms. EnergyWise.1 Cisco EnergyWise delivers energy efficiency and savings to IT and facilities Integrated into the network. ASA 5500 platform Cisco Prime NCS 1. along with its Orchestrator console. Cisco Confidential — For Cisco Use Only.Architecture Positioning Element Borderless Networks Cisco Differentiators TrustSec2.1 Unified enterprise switching. Cat6K BSN2 and Sup 2T. and take advantage of new revenue streams and business opportunities. Cisco Data Center Business Advantage increases efficiency and profitability by reducing capital. AnyConnect 3. 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. 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. operating expenses and complexity. Inc. 7500 Flex Controller. 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. become more agile. 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. and/or its affiliates. Secure Company Profile Fortinet Positioning Why Cisco Comparison Data Center and Virtualization Location/ID Separation Protocol (LISP). All rights reserved. NAM 5. 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.0 and SecureX architectures.0 Product Suite (WCS 8.

and/or its affiliates.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. Video conferencing with ISR G2 M Cisco Prime Collaboration Manager (CM) 1. conferencing.Architecture Positioning Element Cisco Differentiators Fortinet Weakness in an incremental and granular fashion to control when and how they implement data center innovations. N  o video services Only very weak support for security affiliated unified collaboration.0 MedianetAssessment Services and Migration Advisor Tool Unified enterprise communications (VoIP).on any device. mostly in the form of very basic VoIP inspection and filtering capabilities 6 8 . vendor and platform interoperability Video Everywhere: Video is an essential part of effective. 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. Inc. Weare doing the same for video Piranha Program | © 2011 Cisco Systems. Cisco Confidential — For Cisco Use Only. and deployment partners Company Profile Collaboration Fortinet Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution  edia Monitoring. safely Cisco integrates TelePresencewith a laptop WebExconference with a smartphoneaudio call. MSI and Media Services Proxy M  XE. instant messaging. Metadata. simply. All rights reserved. customers can easilywork with your existing data center vendors and Cisco’s industry-leading community of development. latest tablets]. RIM. 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. people can work with individuals in other companies. Android. so everyone has the best meeting possible With Cisco collaboration solutions. using video. email and collaboration solutions Any to Any: We uniquely enable people to work together naturally anywhere. design. natural collaboration. with any content Cisco lets people use the devices they have today [Apple. Because Data Center Business Advantage is built around an ecosystem-centric framework and open solution stacks.

at the home. and/or its affiliates. collaborate. more connected world. using a network-based approach to quickly locate the most relevant experts and information and cut through information overload Unlike others. WLAN and WAAS infrastructure elements .assessment. and unified communications capabilities. 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. 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.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. Cisco provides deep integration with existing software and hardware infrastructure so IT doesn’t have to rip and replace In this new. video. web and customer care Flexible deployment models across private. 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. Virtually non-existent internal capabilities. primary services model is to outsource/defer this function to partners 7 9 . planning & design. Cisco Confidential — For Cisco Use Only. location and device Cisco makes work personal again. one size does not fit all Only Cisco provides the combination of: A broad set of collaboration applications including voice. All rights reserved. and on the go New Collaborative Workspace: Cisco is converging social. video. Inc. speed and reliability Cisco is driving a new wave of video experiences that change the way we communicate. switching. and enjoy entertainment . mobile. security. migration and optimization across all technologies Piranha Program | © 2011 Cisco Systems.

and WAAS Switching Full-featured enterprise switching for campus. web and email content security delivery platforms. IPsecand SSL VPN platforms. and branch office. and energy management (Cisco StackPower™) Infrastructure support for performance monitoring mediatrace. video (medianet). Company Profile Fortinet Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Security distribution access. integrated array of enterprise-class firewall. 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.Infrastructure Positioning Element Routing Cisco Differentiators Full featured enterprise routing for campus. New integrated controller WiSM2 for Cat6500 Broad architectures to optimize security (Cisco TrustSec™ technology). only has a truncated deep inspection IPS embedded in the FortiOS firmware Home-grown security term subscription services No NAC/TrustSec offering Solution Piranha Program | © 2011 Cisco Systems.product launched earlier this year. 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 FortiSwitch–3 models .up to 10 Gig Ethernet . 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. branch offices and WAN Integration of routing platforms with security. and unique mobile client insight from Cisco AnyConnect Broad. 8 10 . WLAN. and/or its affiliates. WLAN. switching. real-time global threat intelligence from Cisco SIO. All rights reserved. and routing. network IPS. Inc. Cisco Confidential — For Cisco Use Only. First in industry pass-through PoE and powerful security capabilities for PCI DSS Fully integrated with security.

converged security and mobility client PCI 2. monitoring and troubleshooting for WLAN.Infrastructure Positioning Element Cisco Differentiators Fortinet Weakness TrustSec2. OfficeExtend. management.0 Architecture Guide andTrustSec2. All rights reserved. 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. controllers to address a variety of deployment requirements. Inc. location.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). wireless IPS and CleanAir Flexible and secure architecture: unified. CAPWAP APcontroller tunneling. Cisco Confidential — For Cisco Use Only. integration WAN acceleration supported in selected Router-integrated WAAS via ISR platforms (WAAS Not a Fortinet core competency with switching and mobile clients Express. reliability and lower TCO. endpoint posture control. granular wired and wireless access controls. WAAS on SRE) FortiGate appliances Solution Piranha Program | © 2011 Cisco Systems. L2 integrity/ confidentiality.0 Planning and Design Services Company Profile WLAN delivering Enterprise-Class RF performance. 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. autonomous. indoor/outdoor. and/or its affiliates. branch and remote sites AnyConnect 3.0 with Identity Services Engine (ISE) - Policy-driven architecture for integrated user and device identification. and user/device-based access management to enterprise resources across an organization’s campus. Comparison H-REAP. 9 11 .0 . 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 .

and 100+ million clients. multipoint approach are needed Company Profile Fortinet services don’t address network optimization. Cisco Confidential — For Cisco Use Only. real-time reputation assessment.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. and/or its affiliates. install. and a layered. deployed - Threat Operations team: 500+ analysts – 5 global locations - Largest Sensor Network – millions of sensors globally Service & Support Solution Piranha Program | © 2011 Cisco Systems. Cisco Security Specialized Partners can meet the growing demand for critical security implementations and supportservices. 10 12 . All rights reserved. Integrated security management. cross-protocol. Fortinet cannot match these channel resources and skill sets! Why Cisco Comparison And still more Cisco proof points that dwarf Fortinet’s capabilities: Architecture Positioning Infrastructure Positioning - Over 20 million security appliances. the security industry has come to recognize that point defenses. Cisco services do! F  ortinet can’t offer the predictive maintenance and alerts capabilities that functionally match Smart Care and Smart Call Home Fortinet Positioning Fortinet can’t 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. which protect from individual threats or protect individual products. and support Cisco network security solutions for customers. and cross-vendor vulnerability threats. are no longer enough. Inc. As Internet business solutions are adopted. design.

routing/switching and rich media (medianet) No similar offering Cisco’s expertise addresses all Borderless Networks Architecture technologies to deliver a complete service solutionfor customers . A listing of Cisco’s trademarks can be found at www.S. The use of the word partner does not imply a partnership relationship between Cisco and any other company.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: Cisco’s services bring deep. Borderless Networks need effective enablement and support by services that range from planning to optimization. quality and effectiveness from Cisco Service & Support Solution © 2011 Cisco Systems. and benchmark their policy compliance Comprehensive: A portfolio of leading analysis. design. Cisco and the Cisco Logo are trademarks of Cisco Systems. Fortinetonly addresses a small fraction of customer needs Smart Professional Services: Cisco’s 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 Cisco’s Network Optimization Service give customers a simple means to boost operational excellence. Third-party trademarks mentioned are the property of their respective owners. (1007R) C96-666133-00  05/11 11 . and/or its affiliates. Customers can rest assured that they can gain the necessary services breadth. Inc. 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 magazine’s annual Vendor Value survey. cut cost and complexity. Inc. and deployment expertise to minimize the risk of implementation and optimize the network No similar offering Cisco’s experience in assessment. Cisco’s services also ranked first in a recent customer survey by Infonetics No similar offering To achieve their full potential. and other industryleading expertise to wireless. installation. and/or its affiliates in the migration and network optimization is available directly to customers for every phase of the network lifecycle Limited Lifetime Warranty No similar offering Cisco’s warranty provides the duration. design. security. mitigate risks.