https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Business Models


Fortinet Targets Cloud-based Managed Security Service Providers

  • Written by John Moore 1
  • May 6, 2009

Unified threat management appliances are the Swiss army knives of IT security, housing a range of features in a single package: firewall, anti-virus, and intrusion detection/prevention systems, for example. UTM boxes were typically customer-premise equipment. Fortinet, among the major UTM providers, now aims to extend integrated security to the cloud.

The company this week introduced its FortiCarrier product line, which targets carriers and managed security services providers (MSSPs). Those may not be traditional UTM markets — SMBs and enterprises being the usual suspects — but carriers and MSSPs represents 20 percent of Fortinet’s shipments. SMBs account for 30 percent, with enterprise and government accounts contributing the balance. Fortinet lists BAI Security, Integralis, and Perimeter eSecurity among its MSSP partners.

Prior to the FortiCarrier debut, FortiGate appliances marked the company’s high-end UTM option for MSSPs. The chassis-based FortiGate-5000 Series, in particular, is positioned as an MSSP product. The new FortiCarrier 3810A and 5001A-DW follow that pattern, offering expandable appliances.

Jens Andreassen, VP, strategy and new technology, at Fortinet, said MSSP customers use FortiGate and FortiCarrier products to “protect their own infrastructure as well as a service delivery platform for hosted security services.” At the high end, Fortinet’s solutions can scale to “thousands of Virtual Domains per chassis for a cloud-based MSSP offering,” he added.

Fortinet’s Virtual Domain technology lets MSSPs create an independent security domain for each end customer.

Cloud-based delivery comes at a price, however. IDC defines UTM’s top tier as units priced at $50,000 and above. Products in this category are most likely an option for larger MSSPs that have already invested in security operations centers.

MSSPs, however, can also tap Fortinet’s lower-cost line of managed systems. Those solutions can provide the basis for a CPE-based MSSP model, Andreassen said.

Fortinet, meanwhile, has begun shipping its FortiCarrier line. According to Andreassen, capabilities relevant to MSSPs include:

  • A Dynamic User Profile feature that lets MSSPs apply specific policies on a per-user basis.
  • Expanded Session Initiation Protocol (SIP) security capabilities that protect an MSSP’s VoIP infrastructure and services.
  • A consolidation of voice and data security that offers lower capex and opex than   stand-alone solutions.

But beyond the product particulars, there’s a broader message for MSPs: vendors are wagering that more and more security will be delivered in the cloud. In addition to Fortinet’s offering, recent developments include Cisco Systems’ Cisco Security Cloud Services offering and IBM’s Proventia Virtualized Network Security Platform. The former is a SaaS play, while IBM described the latter as an appliance geared toward managed cloud service providers.

The dilemma for MSPs should be familiar by now: Security in the cloud is shaping up as yet another buy-versus-partner decision.

Contributing blogger John Moore covers Master MSPs and Web hosts, and has written about the IT channel for two decades. MSPmentor is updated multiple times daily. Don’t miss a single post. Subscribe to our Enewsletter, RSS, Webcast and Twitter feeds.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Business Models

Related


  • McAfee Employees Getting Pink-Slipped in Likely 'Belt-Tightening'
    McAfee also reportedly is closing its Israel software development center.
  • Cloud Growth
    SADA SaaS Alliance Aims to Give Members ‘the Best Opportunity to Grow’
    Find out what the managed service provider is doing alongside Google Cloud Platform.
  • Two people in a data center
    The Benefits of Co-Managed IT for Enterprises in the New Normal
    The need to conduct business from anywhere has made enterprises more technology-reliant. Enter co-managed IT.
  • Business hands together, diversity
    Survey: A Closer Look at Diversity in the Channel Community in 2021
    The survey is designed to gain a deeper understanding of our channel community, amplifying diversity and inclusion.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • SolarWinds MSP President: Rebrand Will 'N-Able' Partner Opportunity
  • IBM Names CEO of New Managed Services Spinoff
  • Pax8 Follows Wirehive Acquisition with $96 Million in New Equity Capital
  • Cybersecurity Top Priority Among IT Leaders, AI/Automation Not So Much

Galleries

View all

New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon

January 11, 2021

Industry Perspectives

View all

The Right Data Migration Tool Helps Schools Move to Cloud During COVID Crisis

January 19, 2021

Cloud-Based CRM: What SMBs Need to Know about Backup and Recovery

January 19, 2021

Cybersecurity: What to Expect in 2021

January 19, 2021

Webinars

View all

Blueprint for a Scalable MSSP Practice in 2021

January 21, 2021

Who’s Behind the Mask? Hacker Personas Explained

January 26, 2021

Your Network Perimeter Has Changed

February 18, 2021

White Papers

View all

Why Subscription Business Model

January 15, 2021

The Ultimate MSP Guide to Sales Efficiency

January 14, 2021

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools

January 14, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

.@solarwinds hackers target @Malwarebytes, impacting internal emails. #cybersecurity dlvr.it/RqzkZp https://t.co/aWqLjCCW9y

January 20, 2021
ChannelFutures

.@citrix $2.25 deal to acquire @wrike expands @CitrixPartners network into collaborative work management.… twitter.com/i/web/status/1…

January 20, 2021
ChannelFutures

.@Carbonite Migrate uses real-time replication to move workloads to #cloud with minimal risk and near-zero downtime… twitter.com/i/web/status/1…

January 20, 2021
ChannelFutures

Backup and recovery is essential for #cloud-based CRMs @ConnectWise #SaaS #dataprotection #cloudbackup #databackup… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

You an #MSSP looking to avoid a #SolarWinds-type breach? @Asigra, @Barracuda, @CynetSystems give advice. Don’t blam… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

What to expect in 2021 @Webroot #cybersecurity #MSP #remoteworkforce #remoteworking #Carbonite… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

From #itautomation to #workfromhome, a look at 2021 trends from @BitTitan. dlvr.it/RqwFZg https://t.co/EkCeJVNAPo

January 19, 2021
ChannelFutures

Are you helping your clients with #cloudgovernance? Now is the time. @CloudSphereAI @fortanix @MontyCloudInc… twitter.com/i/web/status/1…

January 19, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X