How is pro...

Question

How is product market fit evolving for SASE and SecOps? Are these sales getting easier and does the installed base represent a big opportunity? Seems like SASE getting very competitive and wondering why customers would choose FTNT over PANW, ZS, Netskope's of the world.

Current Employee · Accepted Answer

If a current customer there is little reason except getting outsold a current fortinet customer shouldn't leverage their SASE.  They are behind a few of the niche only SASE vendors like Netskope but having one platform is an advantage to Fortinet.   But product mgmt and marketing are far behind in helping the field deliver what is needed....that is the rub.      Companies like Crowdstrike and Palo are crushing it because they deploy and pay specialists per product line.  Fortinet needs to do this in both SecOps and SASE and they would crush it.  Exec leadership at the top, including their CEO, need to be moved out to enable change and these areas to flourish because they are cheap and don't understand sales at all

Current Employee · Answer

SASE is still evolving as a product, and vendors that have previously “bought” the market are now slugging customers with significant renewals.
SecOps additionally, are exceedingly resource intensive and costly to maintain.
Fortinet is allowing its customers to address both using FortiOS

Current Employee · Answer

The Annual Revenue of the account dictates the appetite/total addressable market for Fortinet. The larger the account the more apt that account will prefer a pure play over a best of platform approach from Fortinet. Fortinet is legit in the SASE domain but not as focused as ZS/Palo.

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Anonymous Q&A

How is product market fit evolving for SASE and SecOps? Are these sales getting easier and does the installed base represent a big opportunity? Seems like SASE getting very competitive and wondering why customers would choose FTNT over PANW, ZS, Netskope's of the world.