Fortinet: Competitive Landscape & SASE Transition

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That's an excellent overview. I would like to clarify a few points. It seems like the Opaque network integration largely failed. If I were to pinpoint the most challenging aspect, it appears that the original plan was to have hardware in the Equinix data center, essentially building your own PoPs. However, integrating the client proved to be difficult and building the PoPs was quite costly. Were these the two main challenges?

The issue with Fortinet was that they didn't want to fully step into the SASE market. They were cautious about cannibalizing hardware sales and wanted to slowly transition into SASE. I believe there were several factors at play here, and it became quite political. The question was whether to fully commit to SASE, which everyone knew was the right direction.

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That's an excellent overview. I would like to clarify a few points. It seems like the Opaque network integration largely failed. If I were to pinpoint the most challenging aspect, it appears that the original plan was to have hardware in the Equinix data center, essentially building your own PoPs. However, integrating the client proved to be difficult and building the PoPs was quite costly. Were these the two main challenges?

My guess is that Fortinet was cautious about the cost and didn't want to cannibalize their hardware. They weren't fully committed to SASE but felt the need to transition because everyone else was doing so. They chose the less expensive route, using their existing FortiClient, which most of their customer base already uses.

This is a snippet of the transcript, sign up to read more.

That's an excellent overview. I would like to clarify a few points. It seems like the Opaque network integration largely failed. If I were to pinpoint the most challenging aspect, it appears that the original plan was to have hardware in the Equinix data center, essentially building your own PoPs. However, integrating the client proved to be difficult and building the PoPs was quite costly. Were these the two main challenges?

However, most of their customers were using Zscaler. This was during the pandemic when remote access VPN was challenging to use. Employees were connecting from remote networks, and there were concerns about security and user experience. This led to an increased interest in secure remote access and SASE. That's why we were bought, and Fortinet felt obligated to get into the market. It was a complex situation.

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