Video: How Fortinet And Partners Adapt To Shifting Customer Needs

hi I'm Katie boso on site at the foret cyber security Summit 2024 in Toronto and now I'm joined by Pedro Pon he is the and you've got quite a title sir foret senior vice president International sales and services in Canada Latin America and the Caribbean and that is so impressive welcome sounds important it does it does thank you for having me of course thank you so much for being here let's dig right into it because I saw the Keynotes today and this was a point of passion for both you and Jack Pagano what has been influencing the foret customers buying habits the most over the last year and then how are you filling those needs I think over the past few years we've seen a big shift from customers buying you know everything up front buying Hardware Solutions uh that's how we've geared all of our business to buying more as a service right so going from a capex model to more of an Opex model where you're trying to optimize your budgets and try to pay also on demand so if I'm using something I'm going to pay for it if I'm not using I don't want to buy all this extra capacity over the past couple of years we've released some products some features some new business models right we call it everything at foret is 40 something so it's 40 points which allows customers to reserve some dollars right and spend it over up to 3 years right and another one that's called 40 Flex which basically can spin up a product for a day and bring it back down you get that with 40 flexes with points you get up to a month so the base unit is a month you buy something for a month as opposed to our traditional contracts which is just for a full year two years 3 years traditionally let's drill down more into the solutions what solutions from foret are you finding your partners are having the most success with when provisioning and managing their customer environments and how are you helping them to continue doing this at scale as an industry we've shift it from we're here to block uh everything right to somehow some way someone's going to come in and so what are the products and solutions that are going to help you when identify a problem to remediate it and remediate it as quickly as possible so these types of services for incident response for recognition of attacks for trying to identify attacks without false positives right without making mistakes those products and Solutions and services have been extremely successful so I created a service team for our region and it grew 40 times in the last 3 years wow right and so it's really just an incredible growth story and the partners that have joined us in in this journey have also been extremely successful cuz we're a channel driven company with that in mind growth is always it's a journey not a destination as we say so what are you hearing as far as feedback commentary and just notes from the ecosystem of foret today here at the event what I keep hearing consistently from our customers is that oh we didn't know you guys did that and so a lot of that and so our customers buy the solutions and quite literally they're using 10 20% of it and don't know that they already have a ton of other features and and protections that all they needed to do is check something on a configuration and it's there from a security perspective having the controls and not being able to use them obviously is a problem so taking that feedback we're setting up a new team that's going to help the customers really maximize the use of all of the features that they already have and sort of the road map where they want to be where they want to go you know what are their Investments over the next 2 three years and how from a security perspective we enable that business what is one thing or something you wish that all it and cyber Security Professionals knew about working with foret we honor our commitments it's more than just a product it's having this team that is here to help you guide you transition through this deployment getting to a safer Place quite literally right with with your investment and getting you in your organization to protect your critical infrastructure if it's at a government level uh or if it's a private entity quite literally affects the lives and and and livelihoods of millions of people and we want to do it right

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