Fortinet Ctap Playbook For Partners 402q5t

Welcome to the Fortinet’s Cyber Threat Assessment Program Playbook GET STARTED

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“CTAPs are selling our product. They have become a very powerful tool because we can quantify what we are talking about… the customers can now see it.”

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Fortinet’s Cyber Threat Assessment Program Fortinet Cyber Threat Assessment Program (CTAP) is a framework designed to assist you with offering your prospects a quick, easy and free insight into their security posture. It helps you build credibility, establish yourself as a trusted advisor and create a strong business case to choose Fortinet solutions to mitigate threats. CTAP takes advantage of FortiGuard services, independent 3rd party testing (Virus Bulletin, AV Comparatives, and NSS Labs) and validation of superior security intelligence and protection effectiveness. How CTAP Helps You

“The CTAP report drove this opportunity from a $20K opportunity to a $200K+ opportunity. The report allowed management to see that security was an area of need and these projects are now being moved to the top of the list.”

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Demonstrate security expertise and establish yourself as a trusted advisor Accelerate prospect’s decision to buy when threats are uncovered Gain a foothold into s (bridges the “demonstrate value” to “purchase” gap) Quickly prove FortiOS/FortiGuard value specific to customer environment Establish Fortinet Security Fabric as something tangible, not just a vision

Overcome common objections related to PoC difficulties (time, cost, manpower, etc.) • Standardize your sales processes and manage the end-to-end sales cycle How CTAP Helps Fortinet

“At the start there was little interest in using the FortiGate for security. Within minutes we were seeing botnets, viruses, P2P, etc. The report was sent up the chain and quickly became a hot topic.”

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By establishing a consistent run rate of opportunities through sales + channel partners Utilization of analytics gives Fortinet more marketing ammunition and thought leadership Expect a close rate approaching 90% for CTAP enabled deals More management oversight and visibility into sales cycles all around Partners are more engaged and enjoy a more controlled sales methodology Standardize our pre-sales tools and sales enablement processes Effectively, CTAP has become the de facto call to action at Fortinet

Cyber Threat Assessment Program Playbook - For Channel Partners

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Customer Benefits Your customer’s network is a complex set of interactions between applications, s and content. It is at risk from sophisticated threats such as APTs, botnets and advanced malware. To manage the complexities and block the threats requires greater visibility and performance than traditional network firewalls can provide.

Assessment in Portal

Wipe FortiGate

The Cyber Threat Assessment Program offers a FortiGate network security platform deployed as internal segmentation firewall (ISFW) or next generation firewall (NGFW) to provide your customer with an unprecedented insight into security and threat prevention, productivity and network utilization without compromising performance or adding latency.

CTAP Lifecycle Discuss Findings & Close Deal

Most importantly, the Cyber Threat Assessment Report will translate this information into recommended actions your customer can take to mitigate security and threat concerns, improve productivity and optimize network utilization with FortiGate’s granular control over applications, s and content.

Organizations Who Run an Assessment Will Discover… • Their network is bombarded with more than 6,900 IPS attacks daily – those are all threats that are currently circumventing their existing gateway firewall! • 3 pieces of freshly installed malware and/or botnets attempting to dial home to various command and control servers around the world. • About 192 applications are utilized per day on average – many of them are unknown to the prospect’s IT managers and include gaming, peer to peer, and remote access applications. • More than 19 audio/video streaming applications which consume about 35% of their organizational bandwidth on any given day. • 2 or more malicious “drive-by ” websites accessed per week; each of them attempting to install malware on their network hosts.

Cyber Threat Assessment Program Playbook - For Channel Partners

Install FortiGate

Collect Logs (2-3 Days)

Generate Report

Customer Concern

Recommended Solution

Top-Level Benefit

Security and Threat Prevention (including Advanced Threats)

FortiGate NGFW + FortiSandbox + FortiAnalyzer

Detects previously unknown attacks, highrisk applications, botnets, C&C activity, exploits, malware, etc.

Productivity

FortiGate NGFW + FortiAnalyzer

Provides insight into which applications are consuming network bandwidth.

Network Utilization

FortiGate NGFW

Clarifies when the network is more heavily utilized.

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What is the output of a CTAP? • Duration to run a CTAP typically takes 3-7 business days • Assessment report available within 2 days after receiving log files • Report output is in PDF format • Report can be branded with Partner Logo

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Fortinet s FortiGate 100D, FortiGate 300D, or FortiGate 1500D models with CTAP. While we are evaluating other hardware models, there is an inherent complexity in ing multiple models on new builds. In general, it’s better to OVERSIZE a network environment in order to capture logs properly. On the upper end, most large environments (which require more horsepower than a 1500D) have specialized qualification requirements which are more conducive to a custom evaluation.

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Here are some of the key differentiators when it comes to our assessments versus other security vendors:

Sample CTAP Report

• Performance section - We have an entire report section dedicated to network utilization/performance. Obviously, that’s great for us since 1. performance plays to our strengths and 2. it will force prospects getting assessments from competitors to ask about missing sections. • At risk hosts chart – We can utilize client reputation to determine the trustworthiness of individual hosts. Competitive programs do not provide similar insight. • FortiGuard – We inherit all of the content security advantages of FortiGuard. This includes our 3,300+ application sensors (less than 2,000 for most competitors), 8,100+ IPS signatures, etc. • Deployment flexibility - We allow streaming logs directly to a remote logging server OR ing them to the portal. In addition, we two deployment modes: sniffer and inline. • Use of FortiAnalyzer - We use a FortiAnalyzer on the backend (eat our own dog food, so to speak). Most competitors use a separate tool entirely (and this is a great way to upsell a FortiAnalyzer unit!). • Sandboxing included – There is no need to run firewall and sandbox reports separately. CTAPs can include sandboxing by choosing a checkbox, which demonstrates our Security Fabric in action.

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CTAP is meant to be a quick deployment and status check of a prospect’s network. Typically, these are greenfield (net new) opportunities, but existing customers (especially in upgrade/replacements scenarios) are also eligible. Generally speaking, CTAP is not meant for custom FortiGate configurations, integrations with other products (either Fortinet or third party), or RFP bake-offs. Extreme low-end (partner investment vs. return) and high-end opportunities (customization and high performance FortiGates) are generally not conducive to CTAP. Concern

Risk of Breach

Productivity

Upgrade

Firewall Refresh

Consolidation and Security Services Renewals

Performance

Question

Are you concerned about getting breached?

Do you have the visibility you need into your s productivity?

Are you looking to upgrade from a traditional firewall to a next generation firewall?

Are you looking at refreshing your firewalls soon, or adding additional firewalls to your growing organization?

Do you have to manage multiple point security products? Do you have a web filtering or IPS service renewal coming up?

Is your current firewall delivering the performance you need to keep up with the speed of your network?

Answer

Get a sneak peak into how FortiGate will provide better security and more control without disrupting your existing infrastructure. It’s easy, no legal documents to sign or purchase orders to cut. Risk of data breach in today’s threat landscape is high, get visibility into your risk with a free assessment. (Gartner predicts that 90% of new enterprise firewall purchases will be NGFW by the end of 2018)

See how you can simplify your management load by replacing your point security products with a FortiGate NGFW or do a graduated rollout by replacing point products with a better value FortiGate and turn on additional capabilities as you need them over time.

The FortiGate platform delivers 5x faster throughput performance compared to other similar NGFW solutions in the market today. Our highspeed performance is based on the Fortinet Optimum Path Processing architecture and our custom FortiASICs.

Engaging and Qualifying Prospects: • • • • • • •

Does your team regularly brief exec staff on your security status? Are you looking to a NGFW? Have you ever been breached or do you have a breach response plan in the event your network is compromised? Do you know which applications are being used on your network? Do you think your firewall can keep up with bandwidth demands? When is your next firewall maintenance renewal? What are your corporate policies on P2P, proxy or gaming usage?

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“I already have a Next-Gen firewall.”

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PROSPECT CONCERNS OR NEEDS

BENEFITS OF CTAP

Perfect! Let’s find out how effective it is without disrupting your network.

Unsure of current firewall’s threat effectiveness

Generated CTAP Report uses FortiGuard to demonstrate superior detection capabilities & also shows what is bying their existing firewall

“I don’t have any security budget.”

Unable to properly evaluate firewall for refresh due to limited resources

No time and limited personnel needed

Cannot afford disruption during assessment

FortiGate can be deployed as either a sniffer (no disruption) or inline (minimal disruption)

No budget available for external assessment

There is no charge to run a CTAP assessment

Increase in unmanaged/untrackable activity (cloud or SSL)

Generated CTAP Report will determine which cloud/SaaS applications are being used and actual HTTP/HTTPS ratio

Targeted attacks and potential zero day threats

CTAPs can also demonstrate the value of sandboxing without requiring a E based FortiSandbox

Comparison to similar companies

CTAP Reports can show how the prospect’s network security stacks up relative to other organizations in the same industry

There is no cost for running a CTAP; that said, maybe this would help expand your security budget for next year if we uncover any potentially malicious activity.

“I don’t have time… I’m too busy.” CTAP will literally only take 30 minutes to setup. And if we uncover a breach or attack vector, you’d probably rather know about it than not.

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Get started at https://ctap.fortinet.com. to ctap.fortinet.com (using your Fortinet Partner Portal-PHJO) Read through the tutorial dialog that first pops up Then read through ing materials and FAQ

Suggested Materials List - Specific sales roles should understand these materials CAM/Partners

Sales Engineering

BDR/ISR

Vertical Sales

NSE Training

NSE Training

NSE Training

NSE Training

Partner Toolkit

Sample CTAP Report

Sample CTAP Report

Sample CTAP Report

Sample CTAP Report

Talking Points for SEs Prezo

Talking Points for Inside Sales Prezo

Portal Training Video

Partner Overview Video

Portal Training Video

Threat Landscape Report

Threat Landscape Report

Portal Training Video

Configuration Checklist

Prospecting Flyer

Relevant blog entries

Partner $250 Reward

First-time Portal Tutorial

Test Your Metal

Prospecting Flyer

Release Notes

FAQ

Prospecting Videos

Prospecting Videos

Supplementary Slides

Supplementary Slides

Supplementary Slides

Supplementary Slides

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Promote the Solution Awareness

Engagement

Consideration CTAP FortiGate Configuration Checklist

CTAP Customer Flyer

CTAP Partner Toolkit

CTAP Full Page Print Ad

CTAP Sales Presentation

CTAP Campaigning: Talking Points for Inside Sales CTAP Report: Talking Points for SEs

CTAP Customer Pitch Video #1 (Kinetic Typography) CTAP Customer Pitch Video #2 ("Meet Ed" Series)

CTAP Partner $250 Reward

CTAP Partner Overview Video

CTAP 3.1 Release Notes

CTAP Portal Training Video

CTAP Customer Supplementary Slides

CTAP Threat Landscape Infographic (1H 2016)

Cyber Threat Assessment Program Playbook - For Channel Partners

CTAP Threat Landscape Executive Summary (1H 2016) CTAP Threat Landscape Full Report (1H 2016)

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READY TO FOLLOW UP?

Cash Reward Earn $250 for every completed customer Cyber Threat Assessment. Review current Promotions on the Partner Portal.

Relevant Blogs

Who to Review the CTAP portal tutorials, FAQs, and s. Email [email protected] with any questions.

Even IT Heroes Need Cyber Threat Assessment Help

Cyber Threat Assessment Landscape Report Cyber Threat Assessment: How to Find Indicators of Compromise Unique Perspectives on the Threat Landscape of Today's Healthcare Networks Overview of the Fortinet Threat Landscape Report

How to Get Started Work with your Channel Manager to initiate a CTAP. Prospect Materials Sample CTAP Report w/ Sandboxing (Informata College) - English Sample CTAP Report w/ Sandboxing (Informata College) - French The Website https://ctap.fortinet.com 1. to: ctap.fortinet.com (using your Fortinet Partner Portal ) 2. Read through the tutorial dialog that first pops up 3. Then read through ing materials and FAQ

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