2017-6-26 Gartner Reprint

  (https://www.gartner.com/home) LICENSED FOR

Magic Quadrant for Unified Threat Management (SMB Multifunction
Published: 20 June 2017 ID: G00316047
Analyst(s): Jeremy D'Hoinne, Rajpreet Kaur, Adam Hils

SMB multifunction firewalls, or UTM, provide SMBs and distributed enterprises with multiple
security functions in a single appliance. Network security leaders should use this research to
evaluate performance, security, ease of use, local support and technology's ability to handle new
SMB practices.

Strategic Planning Assumptions
Through at least 2020, the firewall markets for SMBs and enterprises will remain distinct for
deployment scope and depth of security.

By 2022, more than 50% of new SMB firewall deployment will tunnel web traffic to a cloud-based
secure web gateway, up from less than 10% today.

By 2022, 25% of SMBs will use multifunction firewall as an on-premises monitoring and access
broker to inventory and control SaaS usage, manage mobile devices, or assess endpoint security
posture, up from less than 2% today.

By 2022, 10% of new distributed branch offices' firewall deployment will switch to firewall as a
service, up from less than 1% today.

Market Definition/Description
Gartner defines the unified threat management (UTM) market as multifunction network security
products used by small or midsize businesses (SMBs). Typically, midsize businesses have 100 to
1,000 employees (see Note 1). UTM vendors continually add new functions on the UTM
platforms, and therefore they encompass the feature set of many other network security
solutions, including, but not limited to:

Enterprise firewall
Intrusion prevention systems (IPSs)

Remote access

Routing and WAN connectivity

Secure web gateway

Secure email gateway

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 1/51
2017-6-26 Gartner Reprint

While consolidation of security controls in a single "appliance" comes with compromises in
performance, security efficacy and capability, these are compromises that many SMBs are willing
to accept (see "What You Should Expect From Unified Threat Management Solutions" ). Browser-
based management, short learning curve for security policy configuration, embedded reporting,
and localized software and documentation don't specifically appeal to large enterprises, but are
highly valued by SMBs in this market.

Gartner sees very different demands from the large-enterprise and branch office firewall markets
(see "Magic Quadrant for Enterprise Network Firewalls" and "Next-Generation Firewalls and
Unified Threat Management Are Distinct Products and Markets" ). These generally require more
complex policy management workflow and network security features, and are optimized for very
different selection criteria and price points.

The branch offices of larger companies often have different network security demands than
midsize businesses, even though they may be of similar size. Large enterprises often use low-end
enterprise products at their branch offices to ensure interoperability and to take advantage of
economies of scale in getting larger discounts from their firewall vendors, and use the same
management console for the headquarters and for the branches. For these reasons, Gartner
allocates branch office firewall revenue to the enterprise firewall market, not the UTM market.

Small businesses with fewer than 100 employees have even more budgetary pressures and much
lower risk awareness than larger organizations. Most security procurement decisions are driven
by nontechnical factors, such as brand awareness, and rarely by competitive feature
comparisons. Therefore, this Magic Quadrant focuses on the UTM products used by midsize
businesses. Midsize organizations frequently manage the technology with in-house IT staff, or
use a managed security service provider (MSSP) to handle the operational maintenance of the
appliance, manage the configuration or handle the security monitoring.

Distributed organizations with highly autonomous offices, such as retail franchises, might total
more than 1,000 employees, even if only a portion of these employees are connected to the IT
infrastructure. Similar to SMB organizations, these organizations often have constrained budgets
due to the large number of branches and often small IT security teams. Many UTM vendors have
added features for this use case, with some vendors even focusing more on distributed
organizations than on traditional SMBs.

SMBs and organizations with a large number of autonomous branches should be skeptical of the
aspirational message from UTM vendors about the frequently exaggerated benefits of feature

Magic Quadrant
Figure 1. Magic Quadrant for Unified Threat Management (SMB Multifunction Firewalls)

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 2/51
2017-6-26 Gartner Reprint

Source: Gartner (June 2017)

Vendor Strengths and Cautions
Barracuda Networks
Barracuda Networks is a Niche Player. It lacks visibility outside of the EMEA region and has
relatively small market share. However, the vendor demonstrates continued growth and has
made good strides in advanced threat detection and ease of deployment, and shows
improvement in its product strategy.

Barracuda Networks, headquartered in Campbell, California, is a large vendor that delivers
network security, backup and infrastructure solutions. Barracuda NextGen Firewall X-Series
(NGX) comprises six models, including three desktop models. It embeds a web interface
designed for simpler use cases. Barracuda Cloud Control (BCC) is the cloud-based centralized
management portal for the X-Series. Barracuda offers another line of firewall products, the
NextGen Firewall (NGF) F-Series, targeting larger enterprises.
https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 3/51
2017-6-26 Gartner Reprint

Recently, Barracuda announced the introduction of an F-Series firewall for Google Cloud, making
it one of the only third-party firewalls to support Google Cloud. During the evaluation period for
this Magic Quadrant, the vendor also released Zero Touch Deployment service for the F-Series to
eliminate deployment complexity. No new X-Series models were recently introduced.
Barracuda Networks is a good candidate for SMBs looking for good total cost of ownership, or
that require ease of deployment and high quality of support.
Marketing and sales execution: Barracuda has been effective in building sales channels that
understand smaller midmarket customers, and continues to invest in its channels. Surveyed
partners like the recent changes to the partner program. Barracuda has a growing visibility in
SMB multifunction firewall client shortlists observed by Gartner, demonstrating particular
strength in the education vertical. Barracuda is profitable, and its 2016 firewall revenue grew
more than this market's average.
Capabilities: Surveyed clients mention advanced threat defense capabilities, ease of
installation and management as product strengths.
Geographic strategy: Barracuda has a growing channel presence across North America,
Europe and Asia/Pacific (APAC). Vendor support centers are available in several countries, and
its support centers are conversant in numerous languages. In addition, the management
console is available in 13 languages, and QuickStart guides are available in six.
Market understanding: With its simplified Cloud Control management console and its Zero-
Touch CudaLaunch capabilities for simplified Client-2-Site VPN rollout, Barracuda X-Series
appeals to smaller midsize businesses and MSSPs targeting SMBs that value simplicity in their
firewall deployments.
Customer experience: Surveyed customers and resellers mention top-notch support as a
primary reason to continue using Barracuda for SMB multifunction firewalls.
Capabilities: Despite its enterprise firewall (F-Series) having broad deployment in the public
cloud (most notably in Microsoft Azure, and it became one of the first firewalls to offer a
Google Cloud version), Barracuda X-Series still does not offer a virtual appliance, making it
unusable for smaller midsize companies that wish to deploy resources to the public cloud.
Capabilities: Barracuda firewalls lack canned report for SaaS discovery and do not integrate
with cloud access security brokers (CASBs). Barracuda does not offer endpoint solutions, and
its firewalls cannot integrate with third-party endpoint protection solutions.

Market segmentation: The vendor does not offer a fully featured multifunction firewall
appliance model under $500, as some of its competitors do.

Customer experience: Surveyed customers and Gartner clients note that the Barracuda
firewalls have a slow web interface and lack management sophistication.

Product strategy: As they mature, midsize customers are unable to address more
sophisticated use cases with X-Series; instead, they must graduate to F-Series, which has a
different management console, and a different look and feel.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 4/51
2017-6-26 Gartner Reprint

Sales strategy: Barracuda is not visible in Gartner clients' shortlists from South America, the
Middle East and APAC. Barracuda does not have a mature channel structure or support centers
in South America, making it difficult for prospects and customers in that region to receive
effective service.

Check Point Software Technologies
Check Point Software Technologies is a Leader. The vendor continues to win SMB multifunction
firewall selections based upon its enterprise-quality security features, ease of management and
intuitive graphical user interface (GUI). Gartner believes Check Point has strengthened its vision
via its product enhancements and innovations in ransomware protection.

Co-headquartered in Tel Aviv, Israel and San Carlos, California, Check Point is a large pure-play
security vendor with more than 1,300 employees in R&D. Its product lines include SMB and
enterprise firewalls (Security Gateway), endpoint protection against advanced threat (SandBlast
Agent), mobile security (Sandblast Mobile) and virtual firewalls (vSEC for private and public
cloud). Its SMB multifunction firewall line includes the 700, 1400, 3100, 3200, 5100, 5200, 5400
and 5600 lines of appliances, all introduced in 2016 or 2017.

Recent news includes the introduction of vSEC for the Google Cloud Platform and the availability
of the R80 and R80.10 versions, with several improvements to the management console, better
VPN performances and new endpoint protection against ransomware.
Check Point is a good shortlist candidate for midsize enterprises that require very good security
with robust management interface.
Market understanding: Check Point continues to make investments to address SMB clients
and MSSP requirements. Its recently announced Check Point Infinity relies on principles that
appeal to smaller organizations with multifunction platforms, a block-first strategy and intuitive
management for small teams.
Management console: Check Point's reporting and management console and on-device GUIs
are consistently rated very highly by midsize companies that need to handle complexity. R80
introduced integrated application control directly in the access policy. A SaaS discovery report
is available.
Capabilities: Check Point's UTM solutions benefit from its enterprise-level security features,
such as the Anti-Bot option, threat intelligence feeds and credible intrusion prevention system
(IPS), backed up by a robust threat research team. Its solutions consistently get high scores in
independent testing for threat detection rate. Check Point's sandboxing solution is now
available for all of its firewall models.

Capabilities: Check Point provides a strong set of network options to protect against custom
malware with its sandboxing subscription (SandBlast Emulation Service), a variety of threat
intelligence feeds (ThreatCloud IntelliStore) and a feature that can automatically remove
suspected harmful content from downloaded files (Threat Extraction).

Customer experience: Partners and customers note that creating and using objects easily is a
particular strength. Some clients report that the compliance blade can facilitate audits of
configuration in regulated environments. Client feedback on the new software versions in the
R80.x family has been positive.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 5/51
2017-6-26 Gartner Reprint

Marketing and sales execution: 2016 saw a clear uptick of SMBs opting for NGTP and NGTX
feature bundles, allowing these organizations to utilize advanced security features without the
complexity of having to buy and deploy eight to 10 software blades individually.
Sales strategy: Check Point is priced higher than its competitors. This is confirmed by Gartner
clients who still cite price as the primary reason for not selecting Check Point solutions, and
Gartner clients and surveyed customers and partners still note a relative lack of satisfaction
with Check Point because of its high subscription renewal price.
Market responsiveness: Check Point can be slower than its competitors to release or improve
features that appeal only to SMBs. The firewall still lacks a user quarantine for email. Unlike
many of its competitors that support decryption for multiple protocols, Check Point can
decrypt HTTPS only.

Capabilities: Some Gartner midsize clients report that, as they have conducted competitive
evaluations, Check Point firewalls lack enough performance capacity to compete with lower-
priced solutions. Gartner analysts noticed undersizing of the firewall appliance in many of
these situations.

Capabilities: Check Point's web management interface is a trimmed-down version of the
centralized management console. Check Point Security Gateways do not directly integrate with
CASB vendors or leverage SaaS APIs for increased visibility or additional control options.

Marketing strategy: Gartner still sees Check Point mostly selling to its existing client base.
However, the NGTX feature package has generated more interest among non-Check Point SMB

Marketing execution: The abundance of branded names for features is confusing. Prospective
midsize clients can't figure out the features behind the names, or are often unaware that Check
Point has a line of multifunction firewalls with enterprise-quality features that could address
their high security use cases.
Cisco is a Challenger. Cisco demonstrates continued innovation for a segment of the market with
its Meraki MX product line. Meraki MX and the traditional Firepower offering are developed in
silos, without any integration, but are both needed to address some customer needs.
Cisco is a large network infrastructure and security vendor, headquartered in San Jose, California.
It has a global presence and employs more than 73,000 employees. In recent years, the vendor
has doubled down on cloud and security investments. Its security portfolio includes firewalls
(Firepower and Meraki MX), IPS (Firepower), network traffic analysis (Stealthwatch) and CASB
(Cloudlock). Cisco security solutions also include endpoint (AMP, AnyConnect) and Cloud (Cisco
Umbrella) solutions.

Announcements relevant to SMB organizations include the release of the Firepower 2100 Series,
a continuation of Cisco's effort to update its entire product line with preinstalled Firepower
software. Cisco also made network sandboxing available on Meraki MX, and updated its cloud-
based management console.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 6/51
2017-6-26 Gartner Reprint

Cisco is a good shortlist contender for all SMBs and distributed organizations, when the relevant
skills are available from the selected channel partner. Cisco Firepower is a good choice for
midsize businesses, and Cisco Meraki is a good shortlist contender for distributed organizations,
especially those with 10 to 100 offices.
Marketing execution: Cisco is a ubiquitous brand in network and security worlds. Cisco is one
of the most visible vendor in UTM shortlists, and is now considered frequently even when not
the incumbent solution. Meraki MX visibility, while still mostly limited to the U.S. and the U.K.,
has also improved, particularly in the retail industry.

Capabilities: Cisco's SMB clients like the ability to get enterprise-class security features with
AMP, threat intelligence from the large Talos threat research team and IPS inherited from the
Sourcefire acquisition (full IPS on Firepower; Sourcefire signatures on Meraki MX).
Centralized management: Distributed organization clients like the ability to use Meraki's unified
management and monitoring solution for wireless, switches, firewall, site-to-site VPN and
mobile device management.

Improvements: Cisco has released several features to offer integration between its security
solutions, which appeals to SMB customers. It also continues to invest in improving its
management with new versions of on-premises and cloud management console for Firepower.

Customer experience: Clients and prospects often describe Cisco as a trusted brand and
trusted partner. Several U.S. clients gave Cisco good scores for client support. Meraki's users
are strongly positive on ease of deployment and implementation.
Product strategy: The Meraki MX product line does not fully address all the use cases for SMB
network security needs, and it continues to be developed as a separate effort from Cisco's
corporate strategy. This dual-product-line offering available to SMB clients from Cisco often
creates product management complexity and buying confusion. Cisco Cloud Defense
Orchestrator and Meraki MX provide overlapping options for cloud-based centralized

Capabilities: All Meraki MX firewalls and the smaller Cisco Firepower appliance lack Transport
Layer Security (TLS) decryption to inspect employee browsing over HTTPS. Meraki lacks email
security and does not inspect http files for viruses, but sends file hashes to the Advanced
Malware Protection (AMP) cloud infrastructure.

Market responsiveness: Gartner analysts see Meraki MX's recent release of Threat Grid
sandboxing, months after most of its competitors, as an indication that Cisco's investment in
Meraki is limited. For smaller organizations, Cisco still offers Cisco ASA appliances, which can
be upgraded to use the Firepower firmware, but with noticeable performance impact, as no
Firepower product is available yet for this segment.

Management console: Inferior management console quality, compared with leading solutions,
has always been the most vocal complaint from Cisco ASA clients. In late 2016, Cisco released
Firepower Device Management, an embedded web interface, but it is not yet full-featured, and
lacks a zero-touch deployment option. In some industries (public sector, finance) and some
European and Latin American countries, Meraki's cloud-based management console might not
be a desirable option.
https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 7/51
2017-6-26 Gartner Reprint

Customer experience: Clients mention that the quality of Firepower firmware updates could be
better, as using the new features delivered on the latest version often creates support issues.
Meraki MX clients with a large number of offices note that ease of use suffers with scale, and
are frustrated with the limited access they have to diagnostic tools.
Sales execution: Several clients complain about increased costs and price list complexity. They
also complain about accelerating product life cycles in recent years. Outside of North America,
channel awareness and expertise on the Meraki MX solutions are scarce, creating situations
where Firepower must replace Meraki for targeted use cases.
Fortinet is a Leader. It has strong presence in SMB shortlists and a strong
feature/price/performance offering, which help make it a frequent choice for UTM. Fortinet is
also the most frequently shortlisted vendor for SMB and distributed-office use cases. We believe
its product vision quality has declined somewhat, relative to those of some competitors.
Headquartered in Sunnyvale, California, Fortinet has more than 4,600 employees globally,
including more than 1,000 employees in R&D. Its portfolio of network and endpoint security
solutions includes SMB and enterprise firewalls (Fortigate), endpoint protection platform
(FortiClient) and web application firewall (FortiWeb). Recent news includes the latest generation
of hardware models (E Series) and tighter integration between the different products of its
portfolio (Fortinet Security Fabric).

Fortinet is a good shortlist candidate for all SMBs, and for distributed offices with simple
management needs or working with an MSSP.
Geographic strategy: Fortinet has the largest channel presence across all regions, and its
customer base is vastly distributed. Vendor support centers are available in 10 countries. In
2016, the vendor announced the opening of a European data center, based in Germany, for its
FortiCloud and FortiSandbox features.

Marketing and sales execution: Fortinet is the clear leader in this market. It is the most visible
vendor in SMB multifunction firewall client shortlists observed by Gartner. Fortinet is profitable,
and its 2016 revenue grew almost twice as fast than the market average. It is also the vendor
most frequently cited as being the strongest competitor in this market by surveyed resellers.

Customer experience: Fortinet provides very good performance and pricing to its SMB
customers. Results from survey and Gartner client inquiries are consistent in highlighting this.
Capabilities: Fortinet's security services are driven by a large threat research team. Dedicated
application profiles for SaaS visibility and control are also available.

Market understanding: Fortinet offers integration between many products in its portfolio,
including firewalls, endpoint, wireless access point and switches. The concept, named Fortinet
Security Fabric, gives customers willing to invest in multiple Fortinet solutions a unified view of
their infrastructure and the ability to manage AP and switches directly from the Fortigate
console. It also allows integration with Fortinet's endpoint solution (FortiClient) to perform a
health check before authorizing a connection to the network.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 8/51
2017-6-26 Gartner Reprint

Capabilities: Fortinet lags behind its direct competitors in cloud-based management that
appeals to distributed offices in cloud enthusiast industries, such as retail and education.
FortiCloud is Fortinet's first step in providing centralized management from a cloud portal. It
integrates FortiView, but lacks fully featured centralized management of the configuration.

Malware prevention: Fortinet has a small base of customers using its cloud-based network
sandboxing feature. Surveyed resellers report the lowest deployment rate of network
sandboxing for vendors evaluated in this research. It also gets a low satisfaction score for the
quality of its HTTPS decryption feature.

Customer experience: Surveyed clients and resellers expressed concerns about the lack of
intuitiveness of the management console. Gartner also observed similar issues with clients
managing distributed offices with a small in-house team.

Customer experience: Fortinet customers have reported difficulty in obtaining easy, responsive
support from the Fortinet ecosystem.

Sales strategy: Gartner has observed that list prices in proposals outside of North America can
be significantly higher than in the U.S. While a small uplift is expected, Fortinet clients outside
of North America should verify competitive pricing propositions and not rely only on Fortinet's
reputation for good pricing.

Hillstone Networks
Hillstone is a Niche Player in the UTM Magic Quadrant. It is visible mostly in China and South
East Asia, but is slowly growing in Latin America. Its product strategy is more focused toward
carrier and enterprise use cases, and lacks focus toward all SMB use cases, as its UTM is
missing features such as email security and endpoint security.

Hillstone Networks is headquartered in Beijing, China, with regional headquarters in Sunnyvale,
California. Hillstone is an established network security player in South East Asia and trying to
expand in other regions. Other than UTMs, Hillstone also offers enterprise firewalls (T-Series and
X-Series). Its portfolio also includes Network Intrusion Prevention System (NIPS; S-series), Server
Breach Detection System (sBDS; I-Series) and cloud security solutions (CloudHive and
CloudEdge). It also offers Hillstone Security Management Platform (HSM) and Hillstone Security
Audit Platform (HSA) for centralized management and audit. In 2016, Hillstone introduced a few
major features, such as Cloud Sandbox and HTTPS decryption.

Hillstone is a good shortlist candidate for organizations in China, or where skilled channel
partners are available, especially where there is a need for a unified console for managing hybrid
networks with a mix of cloud and on-premises firewall appliances.
Capabilities: Clients report that the real-time monitoring dashboard provides useful features to
easily investigate incidents, even for nonsecurity experts.

Capabilities: The advanced monitoring feature of VPN tunnels in Hillstone UTMs makes it a
good candidate for distributed branch offices connected through site-to-site VPN tunnels. The
centralized management and monitoring offers features such as VPN topology monitoring,
multiple device status and traffic monitoring, which helps the administrator understand the
branch device status and VPN connection to headquarters.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 9/51
2017-6-26 Gartner Reprint

Technical architecture: The cloud-based management portal CloudView provides support for
multiple Hillstone product lines, including UTM and enterprise firewall (Hillstone E-series next-
generation firewall [NGFW] and T-series intelligent NGFW [iNGFW]). At present, CloudView
offers basic capabilities with strong monitoring and reporting features. This feature provides
centralized monitoring capabilities to clients using multiple Hillstone product lines.
Infrastructure as a Service (IaaS): Hillstone's virtual CloudEdge firewalls support all the major
regional local cloud platforms in China, including carrier cloud (China Unicom, China Telecom,
China Mobile), Jindong Cloud, Huawei Cloud, AliCloud and other global public clouds, such as
Amazon Web Services (AWS) and Microsoft Azure. This makes Hillstone a good shortlist
candidate for organizations that want to secure their cloud network with the same on-premises
UTM vendor.

Technical support: Surveyed clients and resellers give high scores to technical support, citing
quick resolution and turnaround time.
Product strategy: Hillstone's strategy is focused on enterprise and carrier use cases, giving
higher priority to features relevant to this market, such as virtualization and support for
software-defined networks (SDNs). This diverts some of its R&D investment from SMBs, which
typically look for multiple easy-to-use security features in their UTM.

Geographic strategy: Since Hillstone is targeting markets outside China, but still has most of
its firewall sales in China, prospective clients should be cautious of the experience of
Hillstone's partners, because the firewall may be a new solution for them.

Capabilities: Hillstone firewalls lack SaaS monitoring and control functionality. They do not
offer any specific reports for SaaS applications. CloudView is only offered in China, lacks any
centralized configuration and deployment capabilities, and only offers monitoring and reporting

Capabilities: Hillstone UTMs lack email security features, which remain an important feature
for SMBs and a shortlisting criteria. It also lacks integration with Office 365 to provide
additional visibility and control for the service.
Capabilities: Hillstone UTMs do not offer any inbuilt endpoint protection platform (EPP), and
also lack support for any third-party EPP.

Huawei is a Niche Player. It has limited presence outside of China. The vendor is making
progress in other regions, such as Latin America and Middle East. Gartner believes the vendor
shows greater vision thanks to its increased focus on SMB needs. However, features like a cloud-
based management portal and advanced malware prevention need more granularity to compete
with Leaders in the market.

Headquartered in Shenzhen, China, Huawei is a global information and communication vendor,
offering security and data communication solutions for enterprise and carrier networks. Huawei
has a large portfolio of infrastructure and telecom products operating under multiple divisions.
Huawei Security is part of its networking and security division, which offers firewalls and
application security products along with distributed denial of service (DDoS) appliances, but has
its own security sales team and dedicated channel partners to sell them.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 10/51
2017-6-26 Gartner Reprint

In 2016, Huawei introduced four new appliances and two virtual appliances for AWS and Xen. It
released features including network sandboxing, cloud-based management portal of UTMs and
enhancements to its centralized management tool, eSight, all of which fill in feature gaps.
Huawei's Unified Security Gateway (USG) UTM is a good shortlist candidate for SMBs that are
already using other Huawei product lines, and those that are looking for basic UTM features at a
good price, especially in China and Latin America, where the vendor has a good UTM presence.
Platform: Huawei has a broad network, security and data communications product portfolio,
which makes it a good contender for organizations that look to maintain single vendor
relationship. In China, it strongly competes with leading vendors.
Capabilities: Huawei USG's quota-based user traffic management feature has been mentioned
as one of the strongest features of the product, both by surveyed clients and resellers.

Centralized management: Huawei has developed a centralized software-based management
platform, eSight, which is capable of managing its security and data communications product
lines. Huawei's customers that are using its various security and data communication product
lines can thus easily manage the different products. The recent enhancements to eSight
include a drag-and-drop feature, policy provisioning and synchronization, and backup and

Capabilities: The vendor has developed Cloud Access Security Awareness (CASA) for
monitoring and controlling SaaS applications over the cloud. This includes such features as
SaaS application and behavior recognition; SaaS behavior control, such as file blocking; and
login blocking, which provides organizations with more visibility and control over their cloud-
based SaaS applications.

Sales execution: Surveyed resellers and clients report that Huawei's USG UTM offers good
value for the price, as compared to other international vendors available in the region.
Capabilities: Although Huawei provides a cloud-based management portal for its Agile
Controller UTMs, it still lags behind in terms of control and management features that can be
centrally applied on the UTM devices.

IaaS: Huawei USG UTM is not yet available on Azure, leading organizations using Azure to look
to different vendors.
Marketing execution: Huawei lacks strong marketing messaging around security, as well as a
dedicated regional channel market and sales strategy for its security solutions in regions
outside China, such as Europe and South East Asia. Regional value-added resellers (VARs)
struggle to promote Huawei against other international vendors with very strong regional
teams and regional market strategies, such as multiple distributors, local sales engineers, and
better channel training and support to compete in those regions.

Technical architecture: Huawei USG UTMs do not provide an EPP feature for antivirus and anti-
malware on the endpoints. It offers third-party endpoint integration only with McAfee solutions.
Customer experience: Customers report that Huawei's documentation and brochures in
regional languages other than Chinese are not updated regularly and can be outdated.

Juniper Networks
https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 11/51
2017-6-26 Gartner Reprint

Juniper Networks
Juniper Networks moved from the Challenger to the Niche Players quadrant. The vendor has
struggled with its sales execution, which resulted in a drop in their UTM market share, slipping
customer satisfaction and lack of SMB-focused product strategy.

Based in Sunnyvale, California, Juniper Networks is a global network infrastructure vendor. Its
broad product portfolio includes a range of network edge and management devices, routers,
switches, SDN and enterprise firewalls (SRX series firewalls).

Over the past year, Juniper has made enhancements to its advanced cloud-based malware
prevention service, Sky ATP, as well as enhancements to its centralized firewall management,
Security Director. It has also introduced four new SRX UTM models.

Juniper is a good shortlist contender for upper-midsize organizations already using other Juniper
Technical support: Juniper's technical support is always rated highly by both VARs and end
users. They often cite the technical support team as being friendly and offering quick
response. Other than offering support in English, Juniper also offers support in multiple
regional languages, including Arabic, French, German, Russian, Spanish, Ukrainian, Serbian-
Croatian, Polish, Tagalog, Japanese, Korean and Mandarin.

Geographic strategy: Juniper Networks has a strong worldwide presence, with a network of
channel partners and technology integration partners in various regions.
Capabilities: Customers and VARs have reported the web-filtering capabilities of Juniper SRX
through Websense as one of best product features. Juniper offers three different web-filtering
licenses: the Local Web Filtering option, which is offered free of charge; Enhanced Web
Filtering, which uses cloud-based Websense Master Database URL; and Websense Redirect,
which redirects the web traffic to an on-premises Websense appliance.
Capabilities: Juniper Networks is known for providing good-quality hardware appliances. Its
SRX series has strong integrated routing and switching capabilities from the MX-Series routers
and EX-Series switches.
Sales strategy: Juniper Networks offers a free Sky ATP subscription on SRX platforms,
including SRX340, 345, 550M and other enterprise firewall models. This basic subscription only
scans .exe files for web traffic over HTTP and HTTPS.

Improvements: Juniper has enhanced the firewall management interface and the logging and
reporting capabilities in Junos Space Security Director by making it more interactive. Junos
Space Security Director also supports automated actions from event view, including single-
click blocking options for users, applications, geographies or threat events.
Technical architecture: Juniper has designed Juniper's Software-Defined Secure Networks
(SDSN) Platform to equip its customers with centralized policy, detection and enforcement
across various Juniper platforms, such as routers, switches and firewalls. In 2016, it extended
the SDSN Policy Enforcer feature with automated enforcement on EX/QFX switches, and plans
to extend this support further to third-party switches, private clouds and public cloud (AWS).

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 12/51
2017-6-26 Gartner Reprint

Product strategy: Juniper's product strategy lacks focus for SMB security use cases. Its
product strategy and roadmap are more focused toward enterprises and carrier-class

Capabilities: Juniper SRX still lacks features desired by SMBs, such as strong, mobile VPN
clients, end-user quarantine for spam, and endpoint security management. It has just released
SSL encapsulation of IPsec traffic for remote hosts as a work-around for its lack of native SSL
VPN capabilities. The vendor does not offer cloud-based management of Juniper SRX, which
can be an important feature for cloud enthusiast industries, such as retail and education.

Sales execution: Juniper is hardly visible in SMB multifunction firewall client shortlists
observed by Gartner. The vendor is quickly losing market share.

Advanced malware prevention: Juniper's advanced malware prevention subscription known as
Sky ATP is not available on smaller UTM models SRX 110 and SRX 220d 200. Sky ATP can
inspect HTTP and HTTPS, but does not support IMAP. The vendor has only released support
for SMTP in March 2017.
Technical architecture: Juniper lacks an EPP offering. Juniper security information and event
management (SIEM) supports many third-party endpoint solutions, but there is not yet any
integration between SRX firewalls and third-party endpoint protection platform vendors. The
vendor has recently announced an API and partnerships to integrate with third-party endpoint
vendors in the future.
Customer experience: Juniper receives below-average scores for ease of initial deployment,
stability of its firmware updates and the quality of its app control feature.

Rohde & Schwarz Cybersecurity
Rohde & Schwarz Cybersecurity is a Niche Player. It primarily serves German customers and has
limited reach in the upper-midsize market segment. It lags behind other vendors in terms of
execution, especially around market responsiveness, and expressed customer satisfaction has
slightly declined over the evaluation period.
Rohde & Schwarz is a Germany-based electronics group that has acquired several vendors to
build its cybersecurity division, and has 450 employees. Its portfolio includes a multifunction
firewall product line, gateprotect (named after a company acquired in 2014), and a web
application firewall, DenyAll, acquired in 2017. It also offers several encryption management
Recent news includes a refresh of the gateprotect appliances and a rebranding of the firewall and
UTM portfolios. Its firewall product line now comprises the Unified, the Extended and the
Specialized Lines.
Rohde & Schwarz Cybersecurity is a good shortlist candidate for German SMBs and for small
organizations in other EMEA countries where certified gateprotect channel partners are available.
Organization: Rohde & Schwarz continues to invest in cybersecurity. It is already one of the
larger European vendors for network security.
Capabilities: eGUI, the management console for gateprotect firewalls, includes the ability to
build and visualize a network topology map of the filtering policy.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 13/51
2017-6-26 Gartner Reprint

Sales execution: Several clients cite that they selected Rohde & Schwarz because it is a
German vendor. The vendor successfully markets its German R&D and "no backdoor" policy as
competitive advantages against its U.S.-based competitors. This appeals to local resellers and
to a portion of the European market, especially small government agencies.

Customer experience: Customers score gateprotect very highly for the ease of use of the eGUI
management console, especially when defining a security policy.
Geographic strategy: The management interface and documentation are available in German
for all the firewall product lines. The gateprotect management console is also available in
Italian, Spanish, French and Turkish. Support is available in German, French and English.
Marketing strategy: Rohde & Schwarz Cybersecurity is hampered with the required
investments to merge its firewall product lines and to migrate to the web version of its
management console. Its strategic vision is slowly moving away from SMBs to target larger
organizations, promoting enterprise features higher in the roadmap priority.
Market segmentation: Rohde & Schwarz Cybersecurity solutions will not be appropriate for
upper-midmarket organizations that have enterprise-class requirements. It also has a relatively
small sales and presales team to address this market. The gateprotect product line includes
models to serve larger organizations, but the vendor is not visible in Gartner client shortlists for
this segment. The small and lower-midsize organizations from Europe are where most of the
vendor customer base is deployed, and where its channel has experience.
Capabilities: Gateprotect lacks network sandboxing and threat intelligence feeds. Its
centralized management (Command Center) is in beta only, and there are no centralized
monitoring and reporting solutions yet. Legacy centralized management and monitoring
solutions are still available for the unified line only. Several differences in capabilities exist
between the Unified and Extended Lines.
Customer experience: Gateprotect gets low scores for its high rate of false positives, its
centralized management and the poor number of available security reports. Organizations with
multiple offices might have to juggle between the two flavors of eGUI management console
that exist: the Windows software for smaller appliances, and the more recent web version for
midsize products.
Organization: Some gateprotect resellers cite negative consequences of the Gateprotect
acquisition and product line refresh, including new rules, price list changes and lack of
flexibility, and too-fast end-of-life of legacy products.
SonicWall is a Challenger. It benefits from its remaining market presence, and its legacy of being
a strong SMB and network security brand, with a global presence through a long-established
channel. The vendor is less visible with Gartner clients in recent UTM deals, reflecting its poor
market execution. Its product strategy has also impacted its vision. SonicWall has been late in
introducing new features such as advanced malware protection, and still lacks a cloud
management portal and a virtual appliance offering, both of which have been offered for some
time by other UTM vendors in the market.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 14/51
2017-6-26 Gartner Reprint

SonicWall, headquartered in Santa Clara, California, is a long-established network security vendor.
It employs more than 1,200 employees. Until last year, SonicWall was under Dell as Dell
SonicWALL, and after the split, it is an independent vendor company. The SonicWall portfolio
includes network security, access control and email security product lines. It did not release any
new UTM models in 2016, nor during the first half of 2017. In May 2017, SonicWall has launched
its cloud management portal (Cloud GMS).

SonicWall remains a good candidate for most SMB use cases, especially organizations that want
to offer cost-effective integrated wireless access managed centrally from within the UTM.
Market segmentation: SonicWall UTMs have a good presence among more than 50
distributed-office use cases, with site-to-site IPsec VPN connectivity. SonicWall offers solid
IPsec site-to-site VPN tunnels that can be scaled very easily to multiple sites.

Capabilities: Surveyed SonicWall customers and channel partners have given high ratings to
the TLS inspection engine (Deep Packet Inspection of Secure Sockets Layer; DPI-SSL) for its
ability to limit throughput degradation. SonicWall firewalls use a multiengine cloud-based
sandbox. This approach makes it a good shortlist candidate for SMBs looking for a strong
advanced malware protection cloud service.

Capabilities: SonicWall offers multiple wireless AP management and control features within its
firewall portfolio. The majority of its customers utilize this feature. It is a favorable vendor for
SMBs that offer wireless access in their organizations.

Centralized management: SonicWall Global Management System (GMS) offers a centralized
management solution for SonicWall firewalls, SonicPoints (access points), Dell Networking X-
series switches and WAN Acceleration Appliance (WXA) series devices. This offering is useful
for SonicWall customers that are using multiple product lines.
Technical architecture: SonicWall offers integration with Kaspersky and McAfee for
enforcement of their endpoints through SonicWALL UTMs. This helps the clients to centrally
enforce the endpoint platforms. It also offers integration capabilities with SonicWall Mobile
Connect, which offers a SSL VPN mobile app for various mobile clients, including iOS 7.0+,
Android 4.1+, macOS 10.9+, Windows 10 and Windows 10 Mobile devices, and Chrome OS 45+.
Marketing strategy: SonicWall has a strong network of loyal channels across the globe that are
pleased about SonicWall becoming an independent vendor again. SonicWall communicates its
product strategy and roadmap to them on a regular basis, and also offers good sales and
technical support.
Market segmentation: SonicWall lacks a virtual appliance offering for its firewalls and UTMs;
therefore it has no presence over the public clouds. This forces organizations with hybrid
networks to consider another vendor for their cloud networks.
Marketing execution: Gartner less frequently sees SonicWall being shortlisted by clients. The
vendor has recently experienced a decline in revenue. Gartner attributes many of these issues
to the succession of ownership changes and subsequent disruption to the company.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 15/51
2017-6-26 Gartner Reprint

Market responsiveness: SonicWall has been slow in providing new features and enhancing its
existing capabilities. Surveyed clients have also reported that the wireless AP management
feature has not been enhanced to offer more unique capabilities.

Customer satisfaction: Gartner continues to receive mixed feedback on SonicWall customer
support, especially from upper-midsize organizations.

Capabilities: SonicWall has just released the first version of its cloud-based management
portal, and still lacks zero-touch deployment.
Capabilities: Despite having a separate product line for email security and encryption,
SonicWall has not integrated all those features in the inbuilt email security UTM feature.
Sophos is a Leader in the UTM Magic Quadrant. It continues to gain market share due to ease of
use, security feature richness and successful integration with its endpoint product. It
demonstrates strength in its product vision and roadmap execution, relative to those of some
competitors. Sophos is a frequently shortlisted vendor for lower-midsize business and
distributed-office use cases.
Headquartered in Abingdon, U.K., and in Burlington, Massachusetts, Sophos has more than 3,000
employees globally. Its portfolio includes a mix of network and endpoint security solutions. Its
firewall product line consists of Sophos XG Series, which includes 19 models, all of which were
introduced in 2015 and refreshed in 4Q16; and the legacy Sophos SG Series. Sophos UTMs are
available as virtual appliances with integration on the AWS and Azure IaaS platforms. Endpoint
security products include Sophos Endpoint and Intercept X. Sophos has Synchronized Security,
an integration between its UTM and Sophos Endpoint product. Sophos offers a number of other
security solutions, including mobile security and encryption.
Recent news includes the introduction of a new set of XG firewalls that support Sophos
Sandstorm and Synchronized Security, and the acquisition of Invincea, an advanced-threat-
focused endpoint vendor.
Sophos is also a good shortlist contender for SMBs, especially those that value ease of use,
security features and firewall/endpoint integration.
Capabilities: A majority of surveyed customers and partners mention security feature richness
and breadth as a reason for the selection of Sophos. Continued execution on an aggressive
roadmap has strengthened prospective buyers' view of Sophos UTM as a security leader.
Sales execution: Sophos has a significant IaaS presence relative to most UTM competitors.
The SG line has an integrated Web Application Firewall feature, which is useful in making
Sophos UTM increasingly relevant to public cloud deployments.
Capabilities: Sophos customers and partners cite on-box UI quality and the ease with which
they can interact with it as strong positives.
Technical architecture: With Security Heartbeat, the recently added capability to isolate
endpoints missing a heartbeat, Sophos Synchronized Security is maturing and has become a
recognized differentiator. The feature is tightly integrated in the management interface and

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 16/51
2017-6-26 Gartner Reprint

provides a unified dashboard. It is still evolving, but shows increasing promise in enhancing the
security posture of midmarket organizations willing to make the effort to integrate firewall and
an endpoint.
Customer experience: Sophos is the only UTM vendor to offer three months of free support,
along with a one-year warranty for customers that want to try Sophos UTM before committing
to paying for a support contract.
Product strategy: Although Sophos says that it will support the two UTM product lines for an
undisclosed period, the vendor focuses its roadmap on the XG Series. Prospective customers
should confirm the roadmap and support services' long-term availability for the SG Series.

Product strategy: Although the XG platform has recently added support for network
sandboxing and Synchronized Security, it is still not at feature parity with SG. Gartner has
observed that adoption for the new platform is slow.

Customer experience: XG Series is a completely new solution when compared to the
Cyberoam CR Series. Former Cyberoam channel partners might still have limited experience
with Sophos products. Existing Cyberoam customers should carefully evaluate the cost of
migrating from the CR Series to the XG platform, the tools provided by the vendor and the
channel experience with the XG software.

Capabilities: Sophos lacks SaaS discovery reports, and does not offer on-device CASB features
or integration with CASB vendors for improved visibility and better control of SaaS activity.
Customer experience: Gartner clients and surveyed Sophos stakeholders mention occasional
issues with customer support in terms of response time and ability to access expert resources
to solve complex issues.

Stormshield is in the Niche Players quadrant. It has demonstrated recent product improvements.
Stormshield is a subsidiary of Airbus Defence and Space, based in France, with a strong regional
focus. It employs more than 200 employees. Stormshield portfolio includes firewalls
(Stormshield Network Security), EPP (Stormshield Endpoint Security) and data encryption
(Stormshield Data Security).
Recent news includes several product improvements: a refresh of the low-end appliances and
new models with integrated Wi-Fi, the release of a new centralized management solution, the
addition of an automated risk score for hosts, and real-time monitoring features embedded on
the web management function.
Stormshield is a good shortlist contender for EMEA organizations with a few locations when
local skilled channel support is available.
Geographic strategy: Stormshield's dense channel coverage in Europe makes it a frequent
contender on SMB shortlists, and it has a large installed base of European SMBs. The vendor
also regularly updates its European certifications and ensures that it offers dedicated features
for regional regulations and compliance requirements.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 17/51
2017-6-26 Gartner Reprint

Customer experience: Several customers and resellers gave excellent scores and described
the security policy as combining intuitive controls for most use cases and more advanced
capabilities when needed. Hardware quality also received a good average score.
Improvements: Stormshield has released entry-level appliances with integrated wireless.
Customers cite good integration of the IP reputation feature in the security policy, and
improved user access management and integration with the user directory in the latest version
of Stormshield Visibility Center, its centralized reporting solution.
Operations: Stormshield continues to invest in developing its sales workforce in countries
where the vendor previously had minimal involvement; it is also beginning to target new
regions, including North America. To support this expansion, similar investments are being
made in support and R&D.
Capabilities: Stormshield integrates a vulnerability detection engine and offers the ability to
adapt the security policy for vulnerable hosts directly from the monitoring console. The
performance degradation when enabling IPS is one of the lowest for vendors evaluated in this
Customer experience: The recent feedback on Stormshield support has declined, compared
with previous years. Surveyed customers point out that it is difficult to find relevant step-by-
step technical documentation.
False positives: The Stormshield IPS engine is in prevention mode by default. This is good for
security, but the large amount of false alerts when deploying the firewall has been a consistent
subject of feedback over the recent years from end users and resellers.
Marketing strategy: Stormshield invests significantly less of its revenue in marketing
compared to the Leaders evaluated in this research. Channel partners report that they don't find
what they need from the available tools.

Product strategy: Innovations often lack sufficient polish and continued investment after first
release to clearly impact user experience.
Capabilities: Surveyed customers give poor scores to the email security features (anti-spam
quality and lack of user quarantine), as well as to the basic URL filtering and antivirus modules
(Stormshield is also offering a premium subscription for antivirus and URL filtering). Customers
would like further improvement in the real-time monitoring after the release of the version 3.

Centralized management: Stormshield's centralized reporting and management receive lower
scores than similar offerings from its direct competitors. Its latest attempt to solve this issue,
Stormshield Management Center, is still unproven and far from feature parity with the solutions
from its competitors. The vendor does not offer a cloud-based centralized management
console, nor the zero-touch deployment features that distributed organizations prefer.

Untangle is in the Niche Players quadrant. The vendor is committed to serve lower-midsize
businesses first, and has limited market reach outside of the U.S. The vendor continues to
receive marks of high customer satisfaction. Despite expected short-term interferences, Gartner
notes a renewed ambition following its recent acquisition.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 18/51
2017-6-26 Gartner Reprint

Untangle is a U.S. vendor, based in San Jose, California. Its product portfolio includes software
and appliance versions of its firewall solutions.
In September 2016, Untangle was acquired by an equity firm, but the endpoint solution (Total
Defense) acquired in 2014 by Untangle was not part of this acquisition. A new CEO has been
named. A first version of a cloud-based centralized management solution was launched in
February 2017. The vendor has also released a threat intelligence service (ScoutIQ).
Untangle is a good candidate for small and lower-midsize organizations, especially in North
America. Upper-midsize organizations should evaluate their functionality and scaling needs
against Untangle's capabilities.
Sales execution: Untangle offers a free version of its UTM, delivered as a software appliance,
which is popular among the smaller offices and for remote workers. Every application,
including security features, is available for a 14-day trial.
Capabilities: Several clients and resellers cite ease of implementation, interface flexibility and
the quality of the numerous embedded reports as the key reasons to work with Untangle.
Customer experience: As in previous evaluations, vendor support gets great scores and some
of the most positive comments from customers and resellers surveyed for this research. Its
dynamic community also provides useful resources for newcomers.
Improvements: Untangle has improved its user interface with its latest version. Its value
proposition for central management is progressing, with the recent addition of a first version of
its cloud-based global control, which started with centralized device monitoring. The availability
of a threat intelligence service is a good addition for Untangle's target customers that are
concerned about malware campaigns.
Marketing execution: Untangle can be offered as software, to be installed on standard
hardware. It serves its channel of smaller resellers and is useful for organizations willing to
evaluate the product.
Market segmentation: Gartner estimates that more than 90% of Untangle's UTM customers
have fewer than 500 employees. A large majority of its clients are U.S.-based. Its approach of
cloud-centralized management is promising, but it is not yet feature-complete, which prevents
Untangle from addressing distributed organizations and large MSSPs.
Marketing execution: Untangle does not offer 24/7 support, nor other enterprise-class support
options that upper-midsize organizations and large resellers want. Its products have not
received any certifications. Untangle has less experience with hardware appliance sales than
its direct competitors.
Organization: Untangle remains one of the smallest vendors evaluated in this research, with
fewer than 100 employees. This can impact the vendor's ability to devote resources to grow
and innovate with market needs.

Capabilities: Untangle's largest physical appliances offer a throughput of 2 Gbps only. It has
limited policy verification features and lacks role-based management. It also lags behind its
competitors for advanced networking features.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 19/51
2017-6-26 Gartner Reprint

Capabilities: Untangle lacks cloud-based sandboxing. It does not offer any dedicated
monitoring for SaaS inventory and monitoring.

Venustech is a Niche Player. Its visibility in SMB shortlists is limited to China and Japan.
Venustech is a long-established security player in China and offers the foundational UTM
features in its UTM series, but has some gaps to fill compared with its competitors.

Headquartered in Beijing, China, Venustech has a large product portfolio, which includes web
application firewall, SIEM, endpoint security, vulnerability scanner and IDS, along with firewalls for
SMBs and enterprises (Venusense UTM).
Venusense UTM is a good candidate for existing Venustech customers in China, and for SMBs
that are looking for a good local vendor with strong regional support in China as well as a cost-
effective UTM offering.
Capabilities: Venustech is one of the few UTM vendors offering granular DLP for both email
and web traffic. It also offers outbound email encryption, which is not offered by many UTM
vendors in the market and strengthens its email filtering feature.
Capabilities: Surveyed VARs and clients highly rate the IPS feature of Venusense UTM, and
mention it as one of the top features.
Capabilities: The application control feature has a large database of applications, including
Chinese applications such as Youku, TongHuaShun and LeTV, which makes it a desirable
vendor as compared to other international vendors that lack local applications in their

Technical support: Vendor technical support has received positive reviews and is cited as
responsive. The majority of customers opt for direct vendor support and are very satisfied with

Sales strategy: Venustech licensing is pretty straightforward and follows a bundled pricing
model for both support and maintenance. It offers its software subscription free of charge for
the first year. It has dedicated firewall models for China and other models for the international
Geographic strategy: Venustech does not have any presence outside China, except for a
limited presence in Japan.
Sales strategy: The international version of its low-end Venusense UTM is priced significantly
higher than the competition.
Capabilities: Venusense UTMs cannot decrypt HTTPS or other TLS-encrypted traffic. The
cloud-based sandboxing is unproven and has not yet been part of any independent test.

Technical architecture: The vendor lacks a cloud-based management portal for managing
multiple UTMs, especially for a distributed-office use case. Venustech addresses this use case
by hosting virtual appliances of its centralized management software.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 20/51
2017-6-26 Gartner Reprint

IaaS: Venusense UTM is not available as an instance on any public clouds, which compels
organizations to go with a different UTM vendor for their cloud environments.
Capabilities: Venusense UTMs lack support for monitoring and managing SaaS applications,
which is provided by some of Venustech's competitors and is a desirable feature for SMBs that
are adopting more SaaS applications.
WatchGuard is in the Visionaries quadrant. It continues to drive an ambitious roadmap while
growing its customer base at pace with the overall market. WatchGuard's product vision and
roadmap execution have slightly improved relative to those of some competitors.
Based in Seattle, Washington, WatchGuard is a privately held network security vendor that is over
20 years old, has more than 500 employees and is well-established in the multifunction firewall
market. It provides SMB and enterprise firewalls, secure email gateways, endpoint security, and
wireless APs. The Firebox UTM product line includes 15 physical appliances, some of which with
embedded wireless capabilities. WatchGuard offers virtual appliances, including XTMv, FireboxV
and Firebox Cloud, for public cloud deployment.

Recent WatchGuard news includes the introduction of the Threat Detection and Response (TDR)
capability, which uses a cloud-based threat scoring engine to correlate events seen in the
network or on the endpoint. The endpoint presence is enabled by the WatchGuard Host Sensor,
technology which came from the acquisition of Hexis HawkEye.
WatchGuard is a good shortlist candidate for SMB organizations and distributed enterprises in
need of a broad set of security and infrastructure features, or a cloud-based visibility and
management console.
Product strategy: Midmarket customers like the free endpoint threat detection software
packaged with the Firebox UTM. While the offer is still new, it will potentially benefit limited-
budget midsize customers looking to detect and stop active threats in the network.

Capabilities: WatchGuard customers and partners value highly the simplicity and depth of the
reporting and analysis capabilities of WatchGuard Dimension. For example, the WatchGuard
Dimension reporting tool includes an interactive heat map view (FireWatch) that is useful for
quickly identifying network issues created by a specific user or application.
Customer experience: Overall ease of use is an oft-cited positive attribute noted by
WatchGuard stakeholders. They cite ease of implementation, ease of policy setup and a low
rate of false positives as examples.
Geographic strategy: WatchGuard has a global presence across regions and continues to grow
its already-large channel presence.
Capabilities: WatchGuard's customers and resellers report that WatchGuard UTM performs
well under load with all features enabled.
Product strategy: WatchGuard has lagged behind competitors in public cloud firewall
development and deployments. The vendor released Firebox Cloud for AWS in the first quarter
of 2017, but has yet to release a version for Microsoft Azure.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 21/51
2017-6-26 Gartner Reprint

Sales strategy: The WatchGuard channel comprises a lot of smaller resellers. Prospective
clients should ensure that the appropriate technical expertise for WatchGuard is available.
Sales execution: Gartner midsize clients do not mention WatchGuard in their shortlists as
frequently as they mention Leaders.
Customer experience: Some surveyed WatchGuard stakeholders mention longer-than-average
time lags between the time an issue is reported and the time they receive a response.
Product execution: WatchGuard customers report that Threat Detection and Response is not
fully integrated with WatchGuard Dimension.

Vendors Added and Dropped
We review and adjust our inclusion criteria for Magic Quadrants and MarketScopes as markets
change. As a result of these adjustments, the mix of vendors in any Magic Quadrant or
MarketScope may change over time. A vendor's appearance in a Magic Quadrant or MarketScope
one year and not the next does not necessarily indicate that we have changed our opinion of that
vendor. It may be a reflection of a change in the market and, therefore, changed evaluation
criteria, or of a change of focus by that vendor.
No vendor was added. Dell SonicWall is now SonicWall, after the split from Dell.

Aker Security Solutions did not meet the revenue criteria. The vendor does most of its business
in Brazil, and the local currency negatively impacted the vendor's ability to meet the criteria.

Inclusion and Exclusion Criteria
Inclusion Criteria
UTM companies that meet the market definition and description were considered for this report
under the following conditions:
They shipped UTM software and/or hardware products — targeted to midsize businesses —
that included capabilities in the following feature areas at a minimum:

Network security (stateful firewall and intrusion prevention)
Web security gateway
Remote access for mobile employees (VPNs)
Email security
They achieved UTM product sales (not including maintenance or other service fees) of more
than $9 million in 2016, and within a customer segment that's visible to Gartner. They also
achieved this revenue on the basis of product sales, exclusive of managed security service
(MSS) revenue.

The vendor can provide at least three reference customers willing to talk to Gartner, or Gartner
has had sufficient input from Gartner clients on the product.

Exclusion Criteria
https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 22/51
2017-6-26 Gartner Reprint

There was insufficient information for assessment, and the company didn't otherwise meet the
inclusion criteria or isn't actively shipping products yet.
Products aren't usually deployed as the primary, internet-facing firewall (for example, proxy
servers and IPS solutions).
Products are built around personal firewalls, host-based firewalls, host-based IPSs and web
application firewalls — all of which are distinct markets.

Solutions are typically delivered as a managed security service (MSS), to the extent that
product sales did not reach the $9 million threshold.
In addition to the vendors included in this report, Gartner tracks other vendors that did not meet
our inclusion criteria because of a specific vertical market focus, UTM revenue and/or
competitive visibility levels. These vendors include Aker Security Solutions, Cato Networks,
Endian, GajShield, ilem Group, My Digital Shield, Netgear, North Coast Security Group, Quick Heal,
Sangfor Technologies, SecPoint, Secucloud, Secui, Smoothwall and ZyXEL.

Evaluation Criteria
Ability to Execute
Product or Service: Core goods and services that compete in and/or serve the defined market.
This includes current product and service capabilities, quality, feature sets, and skills. Key
features that are weighted heavily include:
Ease of deployment and operation
Console quality

Range of models
The ability to support multifunction and distributed organization deployments
Secondary product capabilities (such as logging, SaaS and mobile device management,
integration with endpoint, integrated Wi-Fi support, and remote access)
Overall Viability: This includes a vendor's overall financial health, prospects for continuing
operations, company history, and demonstrated commitment to the multifunction firewall and
network security market. Growth of the customer base and revenue derived from sales are also
considered. All vendors are required to disclose comparable market data, such as
multifunction firewall revenue, competitive wins versus key competitors (which is compared
with Gartner data on such competitions held by our clients) and devices in deployment. The
number of multifunction firewalls shipped isn't a key measure of execution. Instead, we
consider the use of these firewalls and the features deployed to protect the key business
systems of Gartner midsize business clients.
Sales Execution/Pricing: This includes, the number of deals, visibility in shortlists, the installed
base, and the strength of sales and distribution operations in the vendors. Presale and postsale
support are evaluated. Pricing is compared in terms of a typical midsize business deployment,
including the cost of all hardware, support, maintenance and installation. Low pricing won't
guarantee high execution or client interest. Buyers want value more than they want bargains,
although low price is often a factor in building shortlists. The total cost of ownership during a
https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 23/51
2017-6-26 Gartner Reprint

typical multifunction firewall life cycle (which is three to five years) is assessed, as is the
pricing model and bundling approach for adding security safeguards. In addition, the cost of
refreshing the products is evaluated, as is the cost of replacing a competing product without
intolerable costs or interruptions.
Market Responsiveness/Record: Ability to respond, change direction, be flexible and achieve
competitive success as opportunities develop, competitors act, customer needs evolve and
market dynamics change. This criterion also considers the vendor's history of responsiveness
to changing market demands.
Marketing Execution: The clarity, quality, creativity and efficacy of programs designed to deliver
the organization's message in order to influence the market, promote the brand, increase
awareness of products and establish a positive identification in the minds of customers. This
"mind share" can be driven by a combination of publicity, promotional, thought leadership,
social media, referrals and sales activities.
We also recognize companies that are consistently identified by our clients and often appear on
their preliminary shortlists.
Customer Experience: Products and services and/or programs that enable customers to
achieve anticipated results with the products evaluated. Specifically, this includes quality
supplier/buyer interactions, technical support or account support, as well as quality and
responsiveness of the escalation process, and transparency. This may also include ancillary
tools, customer support programs, availability of user groups, service-level agreements and so

The greatest factor in these categories is customer satisfaction throughout the sales and
product life cycle. Also important is ease of use, overall throughput across different deployment
scenarios and how the firewall fares under attack conditions.
Operations: The ability of the organization to meet goals and commitments. Factors include
quality of the organizational structure, skills, experiences, programs, systems and other
vehicles that enable the organization to operate effectively and efficiently. These also include
management experience and track record, and the depth of staff experience — specifically in
the security marketplace. Gartner analysts also monitor repeated release delays, frequent
changes in strategic directions and how recent organizational changes might influence the
effectiveness of the organization.
Table 1.   Ability to Execute Evaluation Criteria
Evaluation Criteria Weighting

Product or Service High

Overall Viability Medium

Sales Execution/Pricing High

Market Responsiveness/Record Medium

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 24/51
2017-6-26 Gartner Reprint

Evaluation Criteria Weighting

Marketing Execution Low

Customer Experience High

Operations Low

Source: Gartner (June 2017)

Completeness of Vision
Market Understanding: Ability to understand customer needs and translate them into products
and services. We consider how vendors show a clear vision of their market — listen,
understand customer demands, and can shape or enhance market changes with their added
vision. These include providing a track record of delivering on innovation that precedes
customer demand, rather than an "us, too" roadmap and an overall understanding and
commitment to the security market (specifically the SMB network security market).
Gartner makes this assessment subjectively by several means, including interaction with vendors
in briefings and feedback from Gartner clients on information they receive concerning roadmaps.
Incumbent vendor market performance is reviewed yearly against specific recommendations that
have been made to each vendor, and against future trends identified in Gartner research. Vendors
can't merely state an aggressive future goal. They must enact a plan, show that they're following
it and modify the plan as they forecast how market directions will change.
Marketing Strategy: Clear, differentiated messaging consistently communicated internally,
externalized through social media, advertising, channel and customer programs, and
positioning statements.
Sales Strategy: A sound strategy for selling that uses the appropriate networks, including
indirect sales and channel management, marketing, service, and communication. We look at
partners that extend the scope and depth of market reach, expertise, technologies, services
and their customer base. This also includes preproduct and postproduct support, value for
pricing, and clear explanations and recommendations for detection events and deployment
efficacy. Building loyalty through credibility with a full-time midsize business security and
research staff demonstrates the ability to assess the next generation of requirements.
Offering (Product) Strategy: The emphasis is on the vendor's product roadmap, current
features, leading-edge capabilities, virtualization and performance. The quality of the security
research labs behind the security features is considered. Credible, independent third-party
certifications, such as Common Criteria, are included. Integration with other security
components is also weighted, as well as product integration with other IT systems. As threats
change and become more targeted and complex, we weight vendors highly if they have
roadmaps to move beyond purely signature-based, deep-packet inspection techniques. In
addition, we weight vendors that add mobile device management to their offerings and are
looking to support SMB organizations that use cloud-based services.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 25/51
2017-6-26 Gartner Reprint

Business Model: The design, logic and execution of the organization's business proposition to
achieve continued success. This includes the process and success rate of developing new
features and innovation, and R&D spending.
Innovation: This includes product innovation, such as R&D; quality differentiators, such as
performance, virtualization, and integration with other security products; a management
interface and clarity of reporting.
Geographic Strategy: The vendor's strategy to direct resources, skills and offerings to meet the
specific needs of geographies outside the "home" or native geography, either directly or through
partners, channels and subsidiaries, as appropriate for that geography and market. These
include the ability and commitment to service geographies, such as distributed multinational
organizations deployments and MSSPs.
The more a product mirrors the workflow of the midsize-business operations scenario, the better
the vision. Products that aren't intuitive in deployment, or operations that are difficult to configure
or have limited reporting, are scored accordingly. Solving customer problems is a key element of
this category. Reducing the rule base, offering interproduct support and beating competitors to
market with new features are most important.
Table 2.   Completeness of Vision Evaluation Criteria
Evaluation Criteria Weighting

Market Understanding High

Marketing Strategy Medium

Sales Strategy Medium

Offering (Product) Strategy Medium

Business Model Medium

Vertical/Industry Strategy Not Rated

Innovation High

Geographic Strategy Low

Source: Gartner (June 2017)

Quadrant Descriptions
The Leaders quadrant contains vendors at the forefront of making and selling UTM products that
are built for midsize-business requirements. The requirements necessary for leadership include a
wide range of models to cover midsize-business use cases, support for multiple features, and a
https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 26/51
2017-6-26 Gartner Reprint

management and reporting capability that's designed for ease of use. Vendors in this quadrant
lead the market in offering new safeguarding features and in enabling customers to deploy them
inexpensively without significantly affecting the end-user experience or increasing staffing
burdens. These vendors also have a good track record of avoiding vulnerabilities in their security
products. Common characteristics include reliability, consistent throughput, and products that
are intuitive to manage and administer.
The Challengers quadrant contains vendors that have achieved a sound customer base, but they
aren't leading with features. Many Challengers have other successful security products in the
midsize world and are counting on the client relationship or channel strength, rather than the
product, to win deals. Challengers' products are often well-priced, and because of their strength
in execution, these vendors can offer economical product bundles that others can't. Many
Challengers hold themselves back from becoming Leaders because they're obligated to set
security or firewall products as a lower priority in their overall product sets.
Visionaries have the right designs and features for the midsize business, but lack the sales base,
strategy or financial means to compete globally with Leaders and Challengers. Most Visionaries'
products have good security capabilities, but lack the performance capability and support
network. Savings and high-touch support can be achieved for organizations that are willing to
update products more frequently and switch vendors, if required. Where security technology is a
competitive element for an enterprise, Visionaries are shortlist candidates.
Niche Players
Most vendors in the Niche Players quadrant are enterprise-centric or small-office-centric in their
approach to UTM devices for SMBs. Some Niche Players focus on specific vertical industries or
geographies. If SMBs are already clients of these vendors for other products, then Niche Players
can be shortlisted.

SMBs have significantly different network security requirements from those of large enterprises,
due to different threat environments, different business pressures and different levels of staffing.
Although the branch offices of some larger enterprises have requirements that are similar to
midsize businesses, this is not always the case. The UTM market consists of a wide range of
suppliers that meet the common core security requirements of SMBs, but businesses need to
make their decisions by mapping their threat and deployment patterns to optimal offerings.

Market Overview
The market for multifunction SMB firewalls (still also known as UTM) is mature and sees heavy
competition regardless of region. The market growth is leveling out and becoming closer to the
other network security markets.

For 2016, Gartner estimates that the UTM market grew at 12.7% to reach a total of
approximately $2.3 billion.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 27/51
2017-6-26 Gartner Reprint

Fortinet continues to own the largest market share in the UTM market (see Note 2) — with more
than twice the revenue of its closest competitors, SonicWall, Check Point Software Technologies
and Sophos— and grows much faster than the market average (see "Market Share Analysis:
Unified Threat Management (SMB Multifunction Firewalls), Worldwide, 2016" ).

The last Magic Quadrant for UTM was published in August 2016. This evaluation period for this
research was a bit shorter, to align publication date with the enterprise network firewall Magic
Based on the customer research survey for this Magic Quadrant (which aligns with Gartner
inquiry except for firewall features, see Note 3), the most common features deployed on a UTM

Firewall (90% — however, based on inquiry, we observe a number close to 100%)
URL filtering (77%)
IPS (70%)
Web antivirus (51%)
IPsec (63%) and SSL (46%) VPN

Application control (46%)
User control (41%)
Anti-spam (41%)
Quality of service (41%)

Will UTM Become a Meta-Security Platform?
Leading vendors create new marketing messages after they attempt to convert a point product
into a meta-security platform, positioned at the edge of the corporate network, but tightly
integrated with other security solutions and cloud services. First integrations are with endpoint
solutions, often limited to the solution from the firewall vendors, with the promise of a unified
monitoring dashboard and flexible security policy based on endpoint posture assessment. Some
vendors offer integrated management of wireless access points, extending visibility to the
wireless networks. More vendors have added a SaaS discovery report, allowing SMB to inventory
unmanaged SaaS. The next step is tighter integration between the firewall and the SaaS offerings
frequently seen in SMBs, such as Office 365 or file-sharing services, to improve monitoring and
control options. Direct integration with a CASB could be another option. The CASB market is
quickly growing, and the panel of features that CASB vendors offer larger enterprises is more
comprehensive than what UTM vendors can easily provide (see "Market Guide for Cloud Access
Security Brokers" ).
Midsize organizations have smaller teams, and therefore face lower organizational friction than
larger enterprises. They use channel partners more frequently for implementing security
solutions. This combination of criteria makes it easier to envision the integration of multiple
security solutions. Prospective customers of the integrated approach should conduct a separate
evaluation of each considered technology, and only then evaluate the benefits of the integrated
approach. These more complex evaluation procedures are often out of reach for budget- and
resource-constrained SMBs. Midsize organizations will often trust their channel partner. However,

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 28/51
2017-6-26 Gartner Reprint

channel partners have already built a portfolio of security solutions from different vendors. This
could create issues; for example, a firewall vendor may start to promote integration with its own
endpoint, whereas the channel partner also sells third-party solutions. Midsize organizations
should assess the level of expertise of their channel partners on all the considered solutions, but
also try to identify the resellers' biases.

Ease of Use and Price Continue to Drive SMB Purchases
In previous years, the term "unified threat management" was used by vendors and channel
partner to convey the notion of good price for value. Most clients and resellers continue to
understand UTM as SMB multifunction firewalls, but a majority of vendors have stopped using
the UTM name to highlight their platform concept instead. However, SMBs and enterprises
continue to have different expectations for their perimeter gateway. SMBs remain focused on
total cost of ownership, ease of use and the ability to run multiple security features on a single
platform. These differences are one of the major reasons why many of firewall vendors that sell
successfully to the enterprise and SMB markets develop specific features for each market. With a
few exceptions, multifunction SMB products and larger enterprise firewalls might compete for
the same budget, as explained in "Next-Generation Firewalls and Unified Threat Management Are
Distinct Products and Markets."
Many vendors evaluated in this research continue to focus more on distributed organizations
made of autonomous offices, such as franchises. They invest more in cloud-based centralized
management consoles, aimed at serving MSSPs and channel partners looking to automate
repetitive provisioning and deployment tasks. Some vendors already offer zero-touch
deployment, relying on firewall appliances in default factory settings' ability to touch base with
cloud management to get its prepared configuration.

Ransomware and Encrypted Traffic Are Top Challenges for SMBs
SMB organizations face a growing need for SSL decryption, principally to enforce web-filtering
policies and to prevent malware infection. In "Predicts 2017: Network and Gateway Security,"
Gartner anticipates that through 2019, more than 80% of enterprises' web traffic will be
encrypted. Consequently, a growing number of malware attacks, including ransomware, will move
to use HTTPS to covert initial infection and command and control communications.

By 2020, more than 60% of organizations will fail to decrypt HTTPS efficiently,
missing most targeted web malware.

Decrypting SSL/TLS on a UTM creates organizational issues, such as ensuring an employee's
right to privacy, and technical challenges, such as performance issues and product sizing
difficulties for the firewall channel. End-user experience is likely to be affected, too. Some
application traffic cannot be decrypted, and firewall vendors do a poor job at providing an up-to-
date list of exceptions, leading to blocked traffic. In our client reference survey for this Magic
Quadrant (see Note 3), despite the self-evaluation bias that generally results in inflated numbers,
and the fact that references provided by vendors tend to use more features than the market
average, only 32% of the respondents answered that they were decrypting HTTPS traffic.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 29/51
2017-6-26 Gartner Reprint

The fear of ransomware infection drives the adoption of cloud-based sandboxing subscriptions.
The promise of automated quarantine of infected hosts triggers additional interest from SMBs to
integrate the endpoint with the network firewall.

The End of the Thick "All-in-One" Physical Appliance Era Is Slowly Approaching
More UTM providers now target distributed organizations that have needs similar to those of
midsize organizations. This includes MSSPs for SMBs and distributed enterprises such as
retailers, healthcare organizations and small government agencies. Despite centralized purchase
and maintenance centers, each office is similar to an autonomous organization.
Placing the management and monitoring consoles fully in the cloud is generally a first step.
MSSPs like the turnkey solution, but end-user organizations should evaluate whether hosting
their firewall configuration, including the filtering policy, in the cloud is acceptable. Reporting and
log retention are well-suited to the cloud, but not exclusively. More frequent user interface
updates are also a real advantage to the cloud. From an economic perspective, utilizing a cloud
management solution should at least minimize management costs. In Gartner client surveys (see
Note 3 consideration about self-evaluation bias), when asked about future scenarios for their
UTM purchase:
29% are likely (15%) or very likely (14%) to consider a cloud-based management console
15% are likely (11%) or very likely (4%) to consider a cloud-based secure web gateway
14% are likely (8%) or very likely (6%) to consider moving all the security features to a firewall
as a service (FWaaS) solution
Due to the increasing share of encrypted traffic, Gartner analysts hear more frequently from
distributed organizations, but also from upper-midsize organizations, that they consider shifting
and lifting web security features from the edge firewall to a cloud-based secure web gateway to
reduce their dependency on the appliance. As more vendors will offer direct integration with their
own cloud-based secure web gateway, or one from a third-party vendor, this will become a valid
option for most organizations, even if the privacy and residency challenges could slow down
adoption in some regions.
WAN edge infrastructure is also changing rapidly, with the growth of SD-WAN and virtualized
customer premises equipment (vCPE) platforms in branches (see "Market Guide for WAN Edge
Infrastructure" ). These thinner on-premises approaches could increasingly compete with UTM
vendors' offerings, and both markets could ultimately merge, with security workloads transferred
to a cloud infrastructure.
Gartner first added firewall as a service to the "Hype Cycle for Infrastructure Protection, 2016."
(https://www.gartner.com/document/3367417) Gartner defines FWaaS as follows:

Firewall as a service (FWaaS) is a firewall delivered as a cloud-based service or
hybrid solution (that is, cloud plus on-premises appliances). The promise of FWaaS
is to provide simpler and more flexible architecture by leveraging centralized policy
management, multiple enterprise firewall features and traffic tunneling to partially
or fully move security inspections to a cloud infrastructure.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 30/51
2017-6-26 Gartner Reprint

The promise, especially for distributed organizations and MSSPs, is to better manage complexity
and reduce dependency on thick on-premises hardware such as UTM.

It took eight years for cloud-based secure web gateways to represent 27% of the
total market. Based on today's level of interest, the transition to the cloud could
take more time for UTM.

Gartner believes that, although it's convenient for the vendors to do so, a portion of the SMB
market will not accept this exclusively cloud model due to latency and the need to access the
console when under attack. In some regions and industry verticals, limited trust in a foreign
supplier and other privacy concerns would be additional reasons to avoid the cloud model.

Note 1
Small or Midsize Business Market Definition
Gartner generally defines SMBs by the number of employees and/or annual revenue they have.
The primary attribute used most often is the number of employees. Small businesses usually
have fewer than 100 employees, while midsize businesses are usually defined as companies with
between 100 and 1,000 employees. The secondary attribute used most often is annual revenue.
Small businesses are usually defined as those with less than $50 million in annual revenue, while
midsize businesses are defined as those with less than $1 billion in annual revenue. Typically,
80% of the companies that Gartner analysts speak with have between 100 and 999 employees,
and revenue of $100 million to $500 million (see "Gartner's Small and Midsize Business Market
Definition, 2013 Update" ).

Note 2
UTM Revenue Differentiation
Gartner does not include branch office firewall revenue as UTM revenue. The market size and
growth are estimated compared with numbers from the previous UTM Magic Quadrant.

Note 3
Customer and Reseller Survey
In addition to hundreds of end-user inquiries about firewall that Gartner analysts conduct every
year, Gartner surveys its clients, but also end-user references and reseller references submitted
by vendors.
Self-evaluation surveys tend to give inflated numbers compared to reality, and numbers should
not be taken literally. When results are included in this research, it is because they accurately
reflect how the different answers rank, and the general trends.

Evaluation Criteria Definitions
Ability to Execute
Product/Service: Core goods and services offered by the vendor for the defined market. This
includes current product/service capabilities, quality, feature sets, skills and so on, whether
offered natively or through OEM agreements/partnerships as defined in the market definition and

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 31/51
2017-6-26 Gartner Reprint

detailed in the subcriteria.
Overall Viability: Viability includes an assessment of the overall organization's financial health,
the financial and practical success of the business unit, and the likelihood that the individual
business unit will continue investing in the product, will continue offering the product and will
advance the state of the art within the organization's portfolio of products.
Sales Execution/Pricing: The vendor's capabilities in all presales activities and the structure that
supports them. This includes deal management, pricing and negotiation, presales support, and
the overall effectiveness of the sales channel.
Market Responsiveness/Record: Ability to respond, change direction, be flexible and achieve
competitive success as opportunities develop, competitors act, customer needs evolve and
market dynamics change. This criterion also considers the vendor's history of responsiveness.
Marketing Execution: The clarity, quality, creativity and efficacy of programs designed to deliver
the organization's message to influence the market, promote the brand and business, increase
awareness of the products, and establish a positive identification with the product/brand and
organization in the minds of buyers. This "mind share" can be driven by a combination of
publicity, promotional initiatives, thought leadership, word of mouth and sales activities.
Customer Experience: Relationships, products and services/programs that enable clients to be
successful with the products evaluated. Specifically, this includes the ways customers receive
technical support or account support. This can also include ancillary tools, customer support
programs (and the quality thereof), availability of user groups, service-level agreements and so
Operations: The ability of the organization to meet its goals and commitments. Factors include
the quality of the organizational structure, including skills, experiences, programs, systems and
other vehicles that enable the organization to operate effectively and efficiently on an ongoing

Completeness of Vision
Market Understanding: Ability of the vendor to understand buyers' wants and needs and to
translate those into products and services. Vendors that show the highest degree of vision listen
to and understand buyers' wants and needs, and can shape or enhance those with their added
Marketing Strategy: A clear, differentiated set of messages consistently communicated
throughout the organization and externalized through the website, advertising, customer
programs and positioning statements.
Sales Strategy: The strategy for selling products that uses the appropriate network of direct and
indirect sales, marketing, service, and communication affiliates that extend the scope and depth
of market reach, skills, expertise, technologies, services and the customer base.
Offering (Product) Strategy: The vendor's approach to product development and delivery that
emphasizes differentiation, functionality, methodology and feature sets as they map to current
and future requirements.
Business Model: The soundness and logic of the vendor's underlying business proposition.

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 32/51
2017-6-26 Gartner Reprint

Vertical/Industry Strategy: The vendor's strategy to direct resources, skills and offerings to meet
the specific needs of individual market segments, including vertical markets.
Innovation: Direct, related, complementary and synergistic layouts of resources, expertise or
capital for investment, consolidation, defensive or pre-emptive purposes.
Geographic Strategy: The vendor's strategy to direct resources, skills and offerings to meet the
specific needs of geographies outside the "home" or native geography, either directly or through
partners, channels and subsidiaries as appropriate for that geography and market.

© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or
its affiliates. This publication may not be reproduced or distributed in any form without Gartner's prior written
permission. If you are authorized to access this publication, your use of it is subject to the Usage Guidelines
for Gartner Services (/technology/about/policies/usage_guidelines.jsp) posted on gartner.com. The
information contained in this publication has been obtained from sources believed to be reliable. Gartner
disclaims all warranties as to the accuracy, completeness or adequacy of such information and shall have no
liability for errors, omissions or inadequacies in such information. This publication consists of the opinions of
Gartner's research organization and should not be construed as statements of fact. The opinions expressed
herein are subject to change without notice. Gartner provides information technology research and advisory
services to a wide range of technology consumers, manufacturers and sellers, and may have client
relationships with, and derive revenues from, companies discussed herein. Although Gartner research may
include a discussion of related legal issues, Gartner does not provide legal advice or services and its research
should not be construed or used as such. Gartner is a public company, and its shareholders may include firms
and funds that have financial interests in entities covered in Gartner research. Gartner's Board of Directors may
include senior managers of these firms or funds. Gartner research is produced independently by its research
organization without input or influence from these firms, funds or their managers. For further information on
the independence and integrity of Gartner research, see "Guiding Principles on Independence and
Objectivity. (/technology/about/ombudsman/omb_guide2.jsp)"

About (http://www.gartner.com/technology/about.jsp)
Careers (http://www.gartner.com/technology/careers/)
Newsroom (http://www.gartner.com/newsroom/)
Policies (http://www.gartner.com/technology/about/policies/guidelines_ov.jsp)
Privacy (https://www.gartner.com/privacy)
Site Index (http://www.gartner.com/technology/site-index.jsp)
IT Glossary (http://www.gartner.com/it-glossary/)
Contact Gartner (http://www.gartner.com/technology/contact/contact_gartner.jsp)

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 33/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 34/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 35/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 36/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 37/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 38/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 39/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 40/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 41/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 42/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 43/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 44/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 45/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 46/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 47/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 48/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 49/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 50/51
2017-6-26 Gartner Reprint

https://www.gartner.com/doc/reprints?id=1-43R5S9W&ct=170621&st=sb 51/51