Joe Andrew's questions to Fortinet Inc (FTNT) leadership • Q3 2024
Question
Joe Andrew, on for Patrick Colville, asked how Fortinet is enabling and incentivizing channel partners to lead with Fortinet SASE, especially when they have existing relationships with other vendors.
Answer
CEO Ken Xie explained that many partners already sell Fortinet's network security and SD-WAN, making SASE an easy upgrade path. He emphasized that Fortinet's solution is better on cost, security, performance, and flexibility, making it easy to migrate from competitors. He also highlighted the growth opportunity in the SMB space and the unique ability to offer private SASE for large enterprises and service providers, which competitors cannot match with a single OS or on-premise deployment.