SASE
The multiplier for FortiSASE business in 2026 1H
What is 200%?
Palo Alto or Cisco is "more secure"
What is fear-based security selling or "FUD"?
New Ground New Growth
What is the our sales theme for FY26?
The university that Ken Xie received a M.S. in Electrical Engineering.
What is Stanford University?
Fortinet’s SASE advantage over SSE-only vendors that includes full SD-WAN integration.
What is converged networking and security?
Best in breed single vendor solutions are more secure and resilient than a platform approach.
What company is Gartner Magic Quadrant across multiple silos and is still a platform?
5 days
Senior MAM's provide thier SE at least 5 days to prepare for formal presentation on any specific product - if an CSE is involved there should be pre meetings to establish customer expectations and success criteria / outcomes for the meetings.
Top 3 FortiProducts sold in TN/AL
What is FortiGate, Advanced Services, and FortiSwitch?
The Fortinet cloud-delivered security service that provides secure web access.
What is SWG? (Secure Web Gateway)
6
What many market segments we are leaders in the Gartner Magic Quadrant
35%
What is the district target growth rate in FY26
The number of Advanced certifications on the engineering team: CCIE, CISSP, FCSS
What is 3 CCIE, 2 CISSP, 4 FCSS?
The FortiSASE license required to use GCP POPs.
What is the FortiSASE Advanced license?
SMB
What the competition states when we are competing for large opportunities - the response should be Fortinet has over 900K global customers - we address all customer segments with the industry leading Secured Networking Platform - over the last several years we have captured over 50K new Enterprise customers from our largest competitors (Cisco and Palo Alto) - several examples in the SE - Lowes, CSX, Nissan, Dollar Tree, B of A, Wells Fargo,..
Before and After
What is a standard architectural drawing of the current state of the customer environment and the desired end state with the Fortinet proposed solution.
Top 5 accounts with lifetime Fortinet spend in TN/AL.
Nissan 14.4M
Bridgestone 12.4M
Alfa 8.4M
Eastman 5.5M
Encompass Health 5M
Two major companies that selected FortiSASE for their global rollout.
Who is Nissan and Lowes?
Too many CVE's
- We have over 65 different products that have an increase threat landscape with an increase attack footprint given we own 55% of the overall firewall market space
-We operate FortiGuard Labs, one of the largest security research teams in the industry
-Company policy encourages responsible disclosure from third-party researchers
-We proactively disclose our own vulnerabilities (over 70% are self discovered) instead of waiting for attackers to find them
10
What are the number of new account acquisition for TN/AL in FY26
The amount that $10k of original Fortinet IPO stock in 2009 would be worth now rounded to the nearest 100k.
What is $600k?
(IPO Price 12.5 2009)
(2011 2 for 1 split)
(2022 5 for 1 split)
=8000 shares at $79.73 = $637k