xchange 2018 - the channel company€¦ · 4 managed security service provider (mssp) market $12.4b...
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XChange 2018
Capitalize on Today’s Cyber Security Buying Trends
MSSP
Stephan Tallent, CISSP
Sr. Director MSSP & Service Enablement
2
Global Cybersecurity Market To Reach $132B By 2020Global cybersecurity market (2020)
$16 B $3 B $10 B $7 B $9 B $13 B $27 B $26 B $21 BTotal = $132 B
Products: $45 B
Services: $87 B
100%
80
60
40
20
0
CAGR
(‘15 – ‘20)
Network Endpoint
Product Service
IAM SVM Hosted MSS Plan Build
9.2% 5.6% 3.4% 8.3% 11.8% 19.5% 11.3% 7.2% 6.6%
<0%
0% to 5%
5% to 10%
10% to 15%
>15%
2015-2020
CAGR
Firewall &
UTM
ManageContent
IDP
VPN
Consumer
Managed Security
Services (MSS)
Content
SVM
IAM
Endpoint
Network
SIEM
Vu
lnera
bilit
y
Ap
plicati
on
Security
Suites
Server
Security
Co
nte
nt
Sin
gle
Sig
n-o
nA
uth
en
ticati
on
Vu
lne
rab
ilit
y
De
vic
e
Po
lic
y a
nd
Co
mp
lia
nc
e
Endpoint Risk Management
Antimalware
Access & Info Protection
Forensics & Incident
Investigation
Privileged Access
Provisioning
Other
Legacy auth
Security device systems
management
Advisory▪ Security strategy &
planning
▪ Enterprise assessment▪ Risk Management
▪ Compliance audit
▪ Architecture analysis &
review
▪ Incident response
Education & Training▪ Awareness programs,
tech training, sec.
certification
Integration▪ Security
architecture
design (network
focused)
▪ Hardware &
software
procurement
▪ Integration of
security
architecture
(product
focused)
▪ Integration of
security
architecture
(third party
focused)
▪ Performance
testing
▪ Security system
migration
▪ Knowledge
transfer
IDC Global Cybersecurity marketing 2017
GM:15% Flat to Down
GM:50%Up
GM:20%Flat to Down
3
Race To The Bottom…
4
Managed Security Service Provider (MSSP) Market
$12.4B in 2018
7.78.5
9.4
10.8
12.4
14.3
16.4
2014 2015 2016 2017 2018 2019 2020
Gartner - Market Share: Managed Security Services, Worldwide, Published: 28 April 2017
MSSP
5
Dominant Market Trends
▪ Security becoming a utility –risk migration
▪ OpEx MSS demand is building
▪ Increased boardroom pressure on C-level
▪ Threat intelligence critical to risk mitigation
▪ 0% Unemployment rate in cyber ops
6
MSSPs deliver….
RISK
MIGRATION
COST
REDUCTION
COMPLEXITY
MITIGATION
COMPLIANCE
ATTAINMENT
7
If It Was Easy….
▪ Too many solutions & ideas
▪ Which security strategy to choose
▪ Costs of building marketing, sales & delivery
▪ Must focus resources for quality/profitability
▪ Profitability a dark art
8
Key Considerations
▪ Service customers aren’t buying security vendors
▪ Standardize on a Technology Stack
▪ Pick flexible security platforms
▪ Establish service parameters
▪ Know thyself
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▪ Industry Recognition
» Based on extensive market research
» Consistent recognition for MSSP strategy
» Captures key growth areas for MSSPs
▪ Bridging the Skills Gap
» Veterans Program & Security Academy
» Developing operational skills
» US, Canada & UK
Globally-Recognized MSSP Program
Global Company of the Year
for MSSPs 2017
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▪ Empower Fortinet MSSPs
» Support innovation & operational maturity
» OpEx MSS & SecaaS Model Enablement
▪ Deliver specialized support
» Expert team focused on MSSP business model
» Specialized support for multi-tenancy &
automation
» Pilot to production service creation, ROI models
& architecture design
▪ Execute ramp-to-revenue strategy
» Sales alignment & campaign support
MSSP Partner Program
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The Fortinet Veterans ProgramFacilitating the transition of exceptional military veterans into the cyber-security industry through professional
networking, training, and mentoring.
Path for transition into the cyber-security industry
Educational guidance and career vector
Professional mentoring and networking
Access to the partner hiring community
