live from Orlando Florida it's the cube covering accelerate nineteen brought to you by important welcome back to the cubes continuing coverage of forty net accelerate 2019 live from Orlando Florida Lisa Martin with Peter verse and we're pleased to welcome back to the key one of our alumni John Madison the executive vice president of products and solutions from forty met John it's great to have you back on the cube it's great to be here again lots of momentum that forty minutes coming into 2019 with I can't believe we're in April already lots of growth in revenue product revenue was up you guys talked about the expansion of the partner network we've had some of your fabric ready partners on already today yeah you talked about this third generation and security how fourteen it is is uniquely delivering that for our viewers who were didn't have the opportunity to attend your keynote kind of talk to us about that in this hybrid world how is putting that delivering this third generation what makes you guys different yeah so we talk about the third generation now everyone has different generations that's fine we call it what we are the security driven networking and it's really the genesis of 14f for a long time in bringing together networking and security into one place I think these days or in the past people have built out the networks with a network layer then they try and connect users and applications I think oh wait a minute and this put some security over here and a bit over here and over there in our minds start with both start with a security driven networking concept make sure it works end to end and that will be the most sophisticated most secure application and network you can have and what enables porting that to deliver this uniquely because a number of times today and Ken's keynote I think patrice as well and i can't recall if yours competition came up where the audience was shown the strength in numbers that 14 that has so what makes you guys unique and what you're delivering what are key differentiators from the start has been making sure we can run routing stacks sometimes today referred to as st wayne stacks also security stacks in a very small footprint and to do you need to spend a lot of money what we call security processes which go inside our appliances to make sure that runs very fast but having said that I definitely think customers are gonna be in a high weight world forever for a long time at least anyway we're not only appliances but also personal machines an API security and we also talk about this fabric concept they're able to cover the complete digital attack surface so there's a very important point and we're finding a lot of customers now agree that they want to consolidate they want to make it simpler they need to move faster to this digital world and the only way you have to do that is through a consolidated approach so let's build on this they want to consolidate they want to make it simpler more common and how they in policies and management now along comes the edge what's the dynamic there what's happening is all people refer to the perimeter disappearing okay that's happening to a certain extent because data is moving into cloud you've got different one implementations but what's happening when you do that is you're creating new edges a really good example is sd1 which used to be very closed off the wound used to be something that connects branch offices back to the data center but nobody got involved in that well now you're opening up that when two different types of transport mechanism you're creating an edge I always refer to these edges as being created by different trust levels there is a may be a secure trust level here less trust here it creates an edge and you absolutely need to protect all those edges but give us an example of that so for example when you say differentiated trust levels my edge might be at a customer location is that kind of what versus my edge might be at a branch office is that what you mean by a different trust level push that concept force you know it's more for example if I got a branch office and I've got one connectivity going back to my data center that's encrypted and secure but I've also opened up connectivity to the internet the trust level between that encrypted link and my connection to the to the internet is very different the Internet's open anyone can see there so that trust level between those two is very different and that's what creates the edge and so therefore that becomes a key feature in how we design diff edge implementations it is it's also a key requirement on what type of deployment mode you use we have appliances we have virtual machines we have clouds containers API is going forward I'm finding that customers are still very reluctant to put software implementations of firewalls against the Internet appliances are harden they run faster having said that inside the cloud obviously inside software-defined data centers virtuals fine what are some of those customer concerns that you're hearing well I think what happens is you know if you putting a piece of software against the internet it's open to all sorts of attack it's the same as giving IP addresses to anything it's like a factory that creates an edge as well and you need to harm that edge against that phone how can st when helped why is this such a crucial component of digital transformation you know sometimes markets are overhyped I remember that the Cosby marketplace a few years ago it just was a feature to be honest I think sd1 is extremely important the reason it's important is the SD one controller that controller eventually tells users and devices how to get to the applications and so I tell customers that investment for you is extremely important you need to own it you need to make sure it's flexible you need to make sure it's secure and so I think the SD web marketplace or one edge is the kind of larger term for it is extremely important investment for customers do you anticipate that I mean you guys invested you guys put forward a lot of products we made a number of different announcements again going back to that notion of simplicity that notion of consolidation what is the breaking point for your typical IT group in terms of the complexity of that they can accommodate and absorb when we start adding additional function within the overall network especially from a security standpoint well I think it's a bit broken already they're really struggling to keep up from one perspective no today we announced our forty OS 6.2 is our major operating system and what we try and do is consolidate functionality as much as possible inside our fabric through a single console so there were single operations capability so it's easier for the operations people for the security people to implement things and we're also implementing automated mechanisms like security ratings which do a background run of best practices for example that make it gain easier for those cut those teams to run a full analysis of what's going on so was it about three hundred features roughly laughs I counted them individually okay good yeah well do a recount of a tremendous amount of feature addition to forty OS announced today what are some of the things business outcomes Peter and I we're talking about outcomes with several of our guests earlier business outcomes new revenue streams new products going to market faster the also being able to become less reactive maybe more proactive in terms of security cuts can you walk us through some of the outcomes that 14 that customers can expect to achieve from some of the OS announcements and enhancements yeah I already talked about one which was the consolidation which means they can do multiple things with the single platform that's an important one for them also some of those some of the cost savings around that some of the operational cost savings I think also for our partners for example they like the fact that we're keep that we keep adding services on top of that fabric they can take those services then apply them to their customers and make sure they can add value inside there as well so there's two angles to it the one is making sure our customers are better protected they can consolidate save money invest better training and then to our partners so that they can provide more value to their customers so one of the things we were talking to Ken about is the fact that you have invested in a six and security processing units and content processing units etc that are capable of accelerating the rate of which these crucial security algorithms run that opens up that creates additional capacity to add more function both for you as well as your partners are you starting to see some of your ecosystem grow faster as they better exploit that inherent power and performance that you have within your appliances and devices definitely I think we're seeing new partners come from new areas it also fragments a bit and that's why we announced this new partner initiative going forward which is a bit more customizable but I you know I do think that going forward both our customers and our partners are looking for more of an architecture approach you know again if you go back five years here's a box and off you go and there's install it and we're good and again when you saw those security threats yes we produce a point solution to fix it normal we keep moving on there now looking at architectures over the next five years a known only just cyber security architectures but networking architecture storage architectures and all coming together so we definitely need to train our partners I think here we had over fifty of our what we call networks a network security expert eight it's the highest level of architecture and half and the partners but going forward we see much more partner involvement in an architecture approach and our customers want that because they don't want to have a point solution that's out-of-date in a year's time or a new threat comes along and makes it redundant so how are you you mentioned you mentioned network security and storage what other things are starting to inform that architectural approach that you're taking it's everything now so we know the factories now are completely automated all the different utilities have IP addresses are running almost all the way down to the end point just everything has more flexibility and is more open and so definitely all of that informations bouncing around inside IOT devices inside the wires like data centers and all that data needs protecting that's the key of protecting the data and to do that again we keep saying you need to have an integrated approach to networking and security how does the customer work with 40 net and your partner ecosystem to achieve that integrated approach assuming that there's a you know an enterprise out there that's got a spectrum of hybrid multi cloud environment with a spectrum of security Point solutions pointed it you know different components of an infrastructure how do you help them on that journey of taking the many disparate security solutions and leveraging the power of cortina and your partners to get that integrated truly integrated consolidate consolidated view it's a couple of steps maybe maybe many steps the first one is customers don't want to throw everything else straight away and so what they want to do is be able to integrate and connect and so we have some of our partners here for example of fabric ready partners we have connectors we build into their platforms and orchestration systems and that's their first step once they get there they start looking across to see what they can consolidate so can they take a specific solution from this and I'm bringing inside and then eventually they start to look at the long-term architecture if they're moving apps to the cloud or they want to open up their where or they want to provide kind of SD functionality inside their branch but so it's definitely a phase approached I don't see many customers some customers would take an application and create from scratch inside the cloud they can't do that with their infrastructure they can't just completely wipe it clean start again it's definitely more of a phased approach so as you think about the phase approach and you talked we heard from we heard from the sales port side the notion that the SPS the service providers want greater customization the enterprise wants a different level of access to the core technologies so that they can do not customization not exactly I remember exactly what the term was but what degree will customers retain control over how that architecture gets implemented versus what degree is it going to get baked into the stack itself a bit of both I think you know for most customers they're running towards a digital platform and they need to own that digital platform if they give up complete control you know how do they control that their destiny going forward so they want to own the digital platform but they haven't got the resources to do everything so they'll outsource some to service providers and carriers some of the partners for example but again I keep coming back to this they want to get to a point in five years time where they've got a digital footprint it's very flexible but they also want to make sure it's very secure because as you open up that digital footprint you're opening up all these different edges inside the network and it's coherent which is the architected approach yes because if they don't have a coherent approach to doing it they don't know what the interfaces are or are not competent and that includes interfaces with partners yeah they have to look forward and say I'm gonna implement X amount in the cloud I'm now gonna have some edge compute going on here I want to shape make sure my branches have the best quality of service for these certain applications that go back to this so they look at all those parameters and then architect something from there so I know that security network security app security info security cloud security is in our imperatives for every industry but I didn't notice that the breakouts today feature I think there's a couple of vertical features healthcare financial services retail I'm just curious are those just great use cases that show the potential and the power of 14x technologies or are those industries that are either early adopters or maybe more leading-edge because they have such a tremendous amount of data that needs to be secured as their ecosystem does this yeah so the industry verticals I think I think for the very large ones they're very similar all of them have IOT that's expanding or don't want to have a flexible wand system all them I've got something some compute power and the cloud and the edge going forward so I know there's differences in industries for the very large enterprises it's the problem seems the same these huge organizations and they have all of these things going on in each trying corner I'd you come down to mid enterprise I think there's more reason to consolidate but then you see more differences in the way they approach things like a healthcare they're really focused on that healthcare kind of security of devices inside the hospitals etc education oh they need to connect in these big data banks and transfer the research information so big organizations I say pretty much the same problem midsize organizations become more relevant to a specific industry well John thank you so much for carving out some time speak with Peter and me today we appreciate that and it's exciting to see and feel the momentum that 49 is bringing into 2019 wealth I'm say inviting me our pleasure we want to thank you for your time as well for Peter Burris I am Lisa Martin you're watching the cube [Music]

>> live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by Fortunate >> Welcome back to the Cube. Lisa Martin with Peter Burgers. We are coming to you Live from Orlando, Florida We've been at forty nine. Accelerate twenty nineteen all day. Peter, What a day our third year co hosting the Cuba Forty and accelerate. We heard a lot about industry leadership, product, leadership in innovation, partner. Success fourteen and accelerate. What? Some of the things that really stuck with you from the keynote all the way to the end of our interviews. >> Well, I was going to say first put a fork in May. Um, uh, Here's one of the things that I've observed. I've been doing the analyst thing and been a practitioner I t for over thirty years now on DH. Uh, it's amazing the degree to its security. People are often some of the smartest people you meet and some of the most straightforward people you meet, and partly that's because they are paid to ferret out nonsense. It's very, very difficult to fake security on. Uh, it just is, if there's one thing that even more than the last couple of years just struck me today. Perhaps it's because we're coming more familiar. Affording it is how smart these guys are, how smart they are, how informed they are, how well spoken they are. I mean, the interviews have been a breeze. I learned something from every single one of these for Jeanette interviews. So that's probably the first thing I'd say. The second thing I'd say is, um, the Ford. It has taken a different tack. We talked about this in the open, they have acknowledged, or they believe that having a degree of control over the underlying hardware is going to be a source of benefit to the customer on a source of advantage to Ford in it. And they continue to push that, and it appears pretty clear that they made a good bet that regard. We heard a lot about how a lot of new products are being placed on top of that platform and top those appliances a lot of additional functionality. But it also is pretty obvious that the ecosystem is growing faster, even in many respects and fortunate is in terms of the number of the amount of invention and innovation it's happening, and that's in part made possible by having a platform that's just higher performance. Oh, and if there's one last thing that I'd say is the degree to which Fortunate has made talked about this a second ago but made good bets and it appears clear that they're going to continue to make good bets bringing full circle Smart people that get stuff done in a domain that's absolutely essential to business are in a position to really shape the way that all this digital business transformation of digital business evolves. And Ford Net is punching above their weight in terms of how they're influencing the directions of the industry. >> They are punching up that there way. I think you mentioned that during one of our interview segment. I think they're proud of that. I think their confidence in what they're delivering and their history of being able to be pretty good at predicting what's going to happen was evident from the keynote this morning, where they showed a number of times where they are from an industry leadership in a market share perspective, calling out the names of their competitors, showing how much how far they've come, how much their customers are benefiting how much their business is growing as a result. So that confidence on pride was evident from the first time CEO Kinsey stepped on stage this morning. And I think we heard that throughout every interview segment today that you and I did with their leaders and some of their partners as well that there's since there that they know what they're doing. To your point, I agree. There was a lot of clarity of message. It's a very it's Security's a very interesting topic of conversation because it's pervasive across every industry. >> There wasn't the interviews weren't interchangeable. Each of them bought their expertise to bear on DH had something really interesting and useful to say, But it's at the core. You could see that the culture is thriving, that obviously it's a great Tam's great total addressable market that's growing. There's a lot of excitement inside the fortunate employee base about the possibilities and the role that they're likely to play, and I are playing on, you know, they talked a lot about Canada, Dabo's and some of the new. Some of the new alliance isn't even able to put together and influence. I mean, it's just It's a very good story in a market that is increasingly important. That's a potent combination for the Cube and for customers overall. >> And they did a great job on the education piece. Education was you mentioned Davis. That was an interesting kind of nod back to what they talked about last year's Accelerate twenty eighteen Educate education Ecosystem technology knows of the three pillars that were discussed in Davos is being essential components for safe and secure digital transformation, which they even set of Davos. Hey, there's the potential here in the next ten years for digital transformation to unlock. Ten can't be million. Maybe it is a huge value for businesses for society, and they said, Hey, fortunate, we've talked about these three tenants last year. We talked to John both just a little bit ago about how they are actively educating the channel from their bars to help them become msp sto. MSS peas their distributors how they're really educating, helping to mitigate some of the ostensible cybersecurity skills gap that we've talked about a very long time. But that's a a dedicated business model for them that hey, they want to drive preference with their partners. Everybody has. His customers have toys. Partners have choice. They've put a very strategic and evolutionary focus on evolving that. So customers in any industry have the opportunity to leverage security as as a best practice it as a benefit to their business. >> And there's a degree of altruism for why they did it, because they recognize that there's three and a half million open cybersecurity positions in the world. But they also demonstrated how smart and practical it is. Try to take that leadership. They want to become more competency based. How? Okay, great. Now, what does that allow you to do? It allows you to have your partners, your partner, network, connect independent of you to create solutions independent of you still based in your technology and basing your capabilities and services, but to engage customers in faster ways that may not necessarily involve you. Okay, so competency leads to new partner arrangements. Well, that also leads to more complex kinds of customer relations that generate greater value, greater service, all with the certainty of trust behind it, because you've done a better job of articulating what constitutes competency in an extremely complex domain. So it's a It's a It's a really interesting story. They've. They've clearly taken some best practices that we've seen emerge in the industry over the last few years and applied them anew. In a company that's going quite fast and a market that's growing faster than any other in Tech, >> this is largely this event accelerated. Think Derek Banky. I mention this is his seven. So around the seventh or eighth forty nine accelerate event that started its history wise as a partner conference. Obviously, it's grown tremendously, but there's a lot of partners here I would love to hear next year from the voice of the customer, a customer who has faced these challenges. We were speaking with one of their partners. It'LL come to me with Siemens, who was talking about Hey together. Seaman's from an O. T. Challenge and Opportunity, Perspective and Fortunate can help a customer transform and converge, and ot and thirty days in a harsh type of environment that's huge would love to hear more stories like showed the impact that customers can make by addressing these challenges and leveraging these technologies to not just react to threats as they come all the time. But she eventually become proactive and predictive. >> Well, the the the world economic form Dabo's uh, sport that put up a couple charts that showed how the World Economic Forum is basically putting cyber security at the center of a lot of the new economic activity associated with digital business on way would tend to agree with that. That's a very, very important feature, if for no other reason than just this notion of trust becomes so very essential. And so you know, for Net is in a position to make some crucial to really have a strong influence on how this industry plays out to make some pretty decent money. This they're generating more patents, then eighty percent. I mean, I don't know what the number is, but three times as many patents in the segment that they're operating in as anybody else. Lot of innovation, lot of dedication to doing that kind of stuff. But I think it is important for them to take on Maura the customer. You and I were talking about this earlier. They did it, you know, this conference and the keynotes and the conversations spoke to network administrators, network pros, security prose partners. We would weigh. Both believe that digital business outcomes are going to be tied into a CZ moral economic form. Does that core cybersecurity capability of abyss that of his says? And so it would be nice to have them feature more customers, but also to do eh clear job of taking a pull on that thread from outcome all the way to technology because the market needs that. It's not clear to a lot of people what really is the relationship between investment in cyber security and how that translates into new classes of business value that are gonna have a long term implications on how markets operate. >> Yeah, and it's going to be We gotta hear more than scalability, flexibility and speed those air obvious. But how our industry's being and business is being transformed. I know they >> are >> so waken boy, a lot of that down to that, that simple word trust. I mean, we heard a lot here. If there has been an erosion of trust and a lot of the most important institutions that we operate under, and if that continues, that's going to create a whole bunch of problems looking forward and so having a brand have trust associated with it in a physical as well as the digital world is going to be a major determinant of whether or not a company is going to be able to transform and take advantage of some of the new technologies and approaches to doing business in the future. >> That's a great point. Well, Peter, I enjoyed co hosting the Cube with you at our third ported. Accelerate. Appreciate all your insights and your time. >> You too. >> Thank you so much. We want to thank you for watching the queue began. We've been live here. Fortinet Accelerate twenty nineteen from Florida, Orlando, Florida for Peter Bourjos. Lisa Martin, You're watching the Cube?

>> Narrator: Live from Orlando, Florida. It's theCUBE... covering Accelerate '19. (electronic music) Brought to you by Fortinet. >> Welcome back to theCUBE. We are at Fortinet Accelerate 2019 in Orlando, Florida. I'm Lisa Martin with Peter Burris. We've been here all day talking with Fortinet executives, with partners, really understanding the evolution of cybersecurity and how they are helping customers to combat those challenges to be successful. We're pleased to welcome back to theCUBE alumni John Bove, the VP of North America's channel for Fortinet. John welcome back to the program. >> Thanks for having me, great to see you both again. >> Likewise, so, so much going on today, some news coming out. The keynote this morning started with a lot of electricity around Fortinet's industry leadership, product leadership, there was a lot of growth numbers shared >> John: Yup >> There's also a lot of people here about close to four thousand. >> John: Close to four thousand people, yup. >> And you saying that a good percentage of that is partners, forty countries represented. What are some of the things from your perspective, that you've observed today, in terms of the reaction from the channel to all of this news coming out. >> Yeah so first off, the heritage of this event really was a partner conference going back to its infancy and you know as Fortinet continues to grow and our customer profile continues to you know, move up market, we've now invited customers. So it's really great the synergy that we have. We've got a number of partners with their customers coming to meetings and meeting with executives, and so it's just really fantastic. You know relative to the announcements about the partner program, we've seen really positive feedback. I think the program was introduced about a decade ago and it really was time for a refresh, and so, what we've done is, we want to bring a program to our partner community that, allows them to engage with us in how they see fit, and then we want to build the go to market that's a little bit more in tune with the market that exists here, as we're moving into the year 2020 and beyond. So we're really assimilating a reseller, MMSP and Cloud as types of partner go to markets, and organizing that all underneath the Fortinet partner program umbrella. We'll also be introducing a consultancy track because we want to insure that the assets within the network security expert program are available to those consultants that are working with customers on their journey to the Cloud, for instance, or through this digital transformation. And then finally we're introducing what we're calling a competency focus. So as Fortinet continues to grow as a company there's a number of competencies that we feel if we enable partners appropriately they're going to be able to benefit from. They're going to build a stronger business around the Fortinet Security Fabric. So, we're going to focus on SD-WAN, we're going to focus on Fabric, we're going to focus on Data Center, operational technologies and then S.A.C., because we do think, you know, S.A.C. operations, is an area, that cybersecurity and the number of tool sets are introduced, it's an area that we need to grow into as a company as well. >> Lots going on. >> Lot's going on, yes. >> So as you consider some of the challenges that your partners face, we talked a little bit about this with Patrice, partners, throughout the industry are hurting as they try to transition from a more traditional hardware to whatever's going to be the steady state, >> John: That's right >> with the Cloud and the Edge having such an impact. Education is crucial. You not just get your customers educated about how cybersecurity works, but your partners need to be increasingly educated so they can find those opportunities, niches, stay in business, help you engage, how's that playing out? >> My number one initiative as the channel leader is to drive partner competency and preference. And so, going back to competency, if we can build partner competencies, they're going to build a healthier, more margin rich business around the Security Fabric, which then, selfishly, is going to lead them to delivering more preference around Fortinet. But there's no doubt, it's a changing dynamics. Business models are changing on the fly. We're seeing evolution of VAR to MSP, and MSP to MSSP, and we are laser focused on capitalizing that. Our FortiSIEM technology for instance is, I really view as a Beachhead technology for us to go capitalize that MSP market in the mid-market. I think that the evolution of consumption to more of a consumption model away from a transactional acquisition, also lends itself to new and innovative programs that need to be delivered. In fact with our North American distributors, in the past six months, we've introduced hardware as a service, to reduce, you know, to position things as an operational expense, which may be more in tune with how customers are purchasing today, and we've introduced FortiSIEM for MSSP. The evolution of VAR to a service provider can be very capital intensive, and so one of the things that we've done with our hardware as a service and FortiSIEM for MSSP, we've really tried to reduce the cost of the entry point, and drive more day one margin opportunity for those partners. >> Let me build on that if I may Lisa, so Ken and Mike have done a pretty phenomenal job of steering Fortinet into the future and anticipating some of the big changes that have occurred. You guys have therefore pretty decent visibility into how things are going to play out, and are now large enough that your actually participating in making the future that >> Right >> Everybody else is thinking about. When you introduce a product, I mean, it takes a period of time for your partners to get educated, to up-skill, to really set themselves up to succeed in this dynamic world. Are you introducing educational regimens, competency tests, providing advice and council about the new competencies they're going to need, in anticipation to some of these, some of the roadmap of the, to the future that you see? >> Yeah, so two things I'll touch on there is you know, the NSC program has been wildly successful program for ... >> Peter: No what does NSE stand for? >> Network Security Expert so it's a training course where for a partner and you've got new team members coming on board, the NSE113 really enables them of how to position, you know, Fortinet, and what the challenges are in a network in a cybersecurity environment today. With the elements four through eight being more technical. We've seen over 200,000 certifications being adopted globally, so, I think, part of the visionary capabilities that Michael and Ken have, is they've incorporated the education piece of it, and so carrying that along, and so as we do introduce new products, it's built into the NSE modules. I'll point to one of the most successful things we did in 2018 was called Fast Tracks, and so we've basically taken the NSE content and put it into consumable two hour, hands on, technical labs for our partners and customers. We had a goal in 2018 to hit about a thousand people going through the Fast Track program, we hit over eight thousand people. So, we know that there is a thirst for knowledge out there and the company's done a really good job, through the NSE program, the Network Security Expert Program, through out Network Security Academy Program, and through our Fast Tracks to drive that necessary enablement. >> Peter: That's very exciting. >> Yeah I know absolutely, I mean, it's a fantastic time to be at Fortinet, its a fantastic time to be a Fortinet partner, and I think with the announcements that we made today, we're really trying to set our partners up for success, and help them build a all encompassing business around the Security Fabric. It's a very noisy industry out there. There's a lot of point based solutions that, that lack the integration and really you need an integrated set of solutions in this, you know, expanding digital footprint that customers are faced with. >> So when we talk about education and I'm glad that you guys brought that up, that was a big topic, it was a pillar that Ken talked about, that Patrice talked about as well, it was one of the core pillars that was talked about at the World Economic Forum that was just a couple of months ago. So as we talk about education and educating your partners, I'd like to kind of flip that and ask how are your partners educating you on, these are the trends and concerns and the issues that we're seeing in the market today, to help influence the direction of Fortinet's technology? >> Yup, you know it's funny that you say that, I've been in partner meetings all day today, and it's great I get to spend, I don't think I've ever been this popular and definitely not in high school or college, but in spending time with partners and understanding their challenges it's good to see that our focus on the competency and preference and providing consumption modeling, fits to exactly the challenges that they're faced with, because VARS will tell you that the transition from being a reseller to an MSP can be very, very expensive. And so, with FortiSIEM for MSSP and the as of service offerings, we're reducing that. And so, there are , they're resonating to that. But the other thing is, for the mid-market customer, the Security Fabric alleviates the need for the Cyber skills gap, right? We can't hire fast enough, and so, by depending upon the broad integrated and automated posture that this Fortinet Security Fabric allows, it really allows partners and customers to overcome some of the challenges, just from a head count standpoint. And I think that the NSE program also does a very good job of filling that gap as well. >> So the partner used to mean, these are the, for that group of customers, who our direct sales organization can't make money on, we will give them to partners, or the very, very large, for a very, very large company that's owned by Accenture or owned by Dimension Data, or something like that, >> Yup >> We'll work with them and deliver it. And that kind of middle was kind of lost. But even today, that Loewen, that idea of segmenting purely on the basis of how big they are, is problematic because there's a lot of small companies happening because of this digital transformation they're going to very rapidly grow into some very, very big footprints. >> Absolutely >> So how is that line between what Fortinet does, what the partner does, what the customer does, to achieve these outcomes, starting to shift? >> We're going to be introducing an ecosystem based approach. It's called Partner to Partner Connect, and it is to actually do that very thing. For those partners that may be in the mid-market, that need those expertise, we're going to allow partners to create almost a marketplace of service offerings so they can fill their gaps and they can build meaningful practices, leveraging what Fortinet is doing, but also leveraging somewhat some of our other partners are doing. We're seeing this immediately done with our distribution partners, in North America, and we're going to be introducing the Partner to Partner Connect later this year, and accessible through our Partner Portal. >> And those competencies that are associated with the NSE and the education, then become part of those Partner to Partner brands >> John: Absolutely >> Which makes it easy for those partners to be more trustworthy of whatever accommodations they put together to serve customers. >> Yup, I'll give you an example. So, we're also going to be announcing tomorrow afternoon in our North America breakout session, a Cloud Channel Initiative, and so our goal with this Cloud Channel Initiative, is to allow partners to build meaningful security and networking businesses in the public Cloud. We're going to utilize blueprints for reference architectures, we're going to align with education and certification, and then we're going to guide them through enablement to go to market. That's one of the things also we released this week was the NSE7 for public and private Cloud. So again, as we introduce new technologies and we introduce new opportunities, we're also aligning that to education as well, so the partners can be self service, because the better job a partner does is developing that competency , then the more services rich they're going to be able to deliver to the end customer themselves. >> What are some of your expectations in terms of FY19, I know this is a 20% year on your growth that Fortinet as a company achieved last year, I imagine a good amount of that was driven and influenced by the channel, but as this momentum continues to grow, as we saw this morning, and we've heard throughout this show today, what are some of your expectations about growing the number of partners in the programs that you talked about, like by the end of this year? >> Yes, we recognize, you know, first of all we appreciate our partners so much, and we want to ensure that we are enabling their business we're absolute in active recruitment mode. You know, we're currently going through recruitment and reactivation campaigns with partners that we want or maybe have done business with us before. We see we're coming off of a quarter in which we set a record for the most deal registrations and so that's really the metric in which we look for partner impact. They bring us an opportunity, we give them additional margin and we protect them. So, Q1, fiscal Q1 for us, was our largest deal registration quarter we've ever had. And in 2018 we saw a 52% increase in closed opportunities through our deal registration program. So the impact of the North American Channel is absolutely being felt and we're really excited about the new partner program and what it's going to allow us to do as we expand more into the MSP market, more into the Cloud market, and then hopefully go enable that whole consultancy layer that's out there as well, to help customers on their journey. >> So in terms of your session tomorrow, 'Transforming Your Profitability with Fortinet's Tailor Made Programs,' you mentioned some of the new announcements, what are like the top three take aways that attendees from that session are going to walk away with? >> Well it's going to be, we want to drive partner initiated revenue, we want to do that through competency development, through Widespace account penetration, and through meaningful investments that allow our partners to scale their business. >> Lisa: Lot of momentum, John thank you so much for visiting with Peter and me on theCUBE this afternoon, we can't wait to hear what great news you have next year. >> I look forward to it, thank you both. >> Excellent, our pleasure. For Peter Burris, I'm Lisa Martin, you're watching theCUBE. (electronic music)

>> live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by Ford. >> Hey, welcome back to the Cube. We are live at forty nine. Accelerate twenty nineteen in noisy Orlando, Florida, and Lisa Martin welcoming to Guest to the program one you know and love Well, John Madison, the executive vice president of Products and Solutions at fourteen. That and gentle Mary, please toe also welcome Peter Jogger, the vice president of business development from Symantec. Welcome back. Welcome. >> Thank you. >> So, guys, Partnerships, symbiotic partnerships. We've been talking about partnerships all day. Now we want to talk about what's new? Fortinet and semantic. You guys just announced a couple months ago an expansive partnership. Peter, let's go ahead and start with you. You guys just like we're gonna partner to deliver the most robust and comprehensive cloud security service. Why did semantic decide to partner and collaborate with forty minutes and why now? >> Absolutely. So when we think about what our customers they're going through, they're going through a digital transformation to Billy to the cloud on DH. We wanted to make sure that we perform the best possible technology for our customers. We chose fortunate way were great partners. Actually, before this whole thing started, we looked the technology that they had to offer repaired it with what we had in our Web security service. There was a fantastic fit, and so far with the show today and accelerate, we made the right choice. >> That's always good, right to get some validation there talks to us about the from from Maybe from a customer's perspective, what were some of the drivers saying, Hey, guys, this partnership could be really beneficial for your doing part. Customers, partners and each company. Yeah, well, they think it's >> a very expensive relationship. Peter just talked about having our next year firewall inside their cloud, providing security there. There's also opportunity at the end point for sound. Full semantic is the largest endpoint hundred seventy five million or something. In points out, there were the largest network security vendor in terms of implementation. Some four million firewalls out there what customs they're saying they want their security solutions to work together there, one the end point to see the network. They want the networks to the end point one exchange information, so one of the other integration points is between the end point on our next generation firewalls providing policy exchange, providing the ability to exchange information. So if I'm a large customer and I've got a very all encompassing degree off implementation ofthe semantic endpoint separate think it's called on DH, they've got Fortinet taken. Simply connect those two together, provide a very comprehensive solution. So we get some great feedback from our customers around them. >> Talk to me a little bit more about that. Are you seeing this adoption on? You know, both semantic and forty eight have customers in every industry of many sizes, but in terms of some of the successes that you're seeing, I know this is still really early on. What are some of those that really excite you? That, like Peter, you said we've made the right choice. >> Yeah, I'll just follow on from a comment you made Whether you're a medium size customer, the largest financial customer, security is a very tough thing to solve on. What you don't do is add complexity to that problem. You also wanna make sure you don't cost as well. So the really cool thing we're doing here is through the collaboration through the integrations that John spoke about between the employment network and secure rst. One of the fabric we're actually solving those problems in very intuitive ways is seamless for the customer. It just clicks together. That's what it should be like. We don't have any complexity here, and that's you know, that's what we're doing this, right? >> Yeah, and I think, think for customers Every time they need toe, add a security solution, it makes more complex. It's more costs, more operational overhead. So if they've got existing vendors like Semantic at the end, point off a cloud security and they've got Fortinet in there for SD when our next fire war, if >> we could >> simply switch on the connectivity policy exchange threat, intelligent exchange between those two things is great for the customer because they instantly get a better solution is more secure. It's more cost effective, >> of course, customers. You mentioned you guys both mentioned a couple of words that every customer wants seamless wanted to click in kind of plug and play. Obviously, it's it's a cut ostensible undertaking to integrate your solutions talked to us since this was just announced a few months ago. Where are you in terms of integrating the technologies. I think we saw the next Gen firewall integrated into semantics. Web security service and semantics. Endpoint solutions integrated into the security fabric. Where are you guys on the faces of those integrations? >> Well, let people talk about the WSSC. >> Yes, eso I think one big yellow into this as I just mentioned Wass Web security service. We have data centers around the planet on what we're doing is we're taking the virtual Forget solutions were installing them. Now in all of our data pods Andi were in the We're starting the rollout phase this summer. Andi will be probably finished done with it as we get into the fall season around the planet and we'LL be switching that that that on and they really cool bit about This is it's going to be one single interface. The customer just simply switches on five walling i ps Next one firewall. It's completely seamless >> from a management perspective policy upside looking through one crystal ball, >> one cloud security says service. >> Yes, on the end points mourners to develop. So we have to develop this connector of our election and firewall into the end point. And we're looking probably toward the end of this port early Q three. To do that on we'LL start rolling that out across are different operating systems. >> Talk to me about part about the channel, so I know forty nine is very much dedicated to the channel we've had with a number of your partner's on. I know you've Got John both coming up next and Facebooking with him for several years. Saw a lot of statistics, a lot of revenue growth, front of growth, affording that driven by the channel. One of the main kind of pillars that was discussed in the keynotes this morning was education. Talked about technology, talked about equal system collaboration. Education. How are you guys working together to educate your joint partners? Teo. Understand that the impact potential that Fortinet and Cemented customers are about to have? >> Yeah, from a training perspective. Obviously we have our own individual training programs, and as I was saying earlier, I think one thing that's very important to customers is more of an architectural approach. I want to look at an architecture of a four or five years. I don't make sure all these pieces are integrated inside there, so one of things we do initially for something, something like this for our partners. This produced boats are fast track. A fast track is a small module. Off training was focused on hands on training off both components to make sure that all our partners understand how to integrate. How to make that work as soon as possible. Then, before I followed that up with some more detailed training on on both solutions. >> Excellent. And from a relative perspective, this is something that's going to be going global by the way it's >> gonna go fast. It's going to start next week. So and the nice thing is when we map out our channel party because semantic is a channel very channel friendly company as well. We've got some great overlap, but there's also a ton of white space there for a partner, too. So I think it's going to really help both, obviously, our fields, but also our channel partners engaged, group broader and grow deeper into opportunities, >> and we need that. Security is a pan industry challenge, as every organization now lives and successful lives in this hybrid multi cloud world, millions of connected devices every industry has to react otherwise every business in every industry. Otherwise they face going out of business. I noticed that, though, that there were a couple of tracks here. John. Some sessions focused on a couple of verticals healthcare financial services. Retail, for example. Are you expecting to see any leading edge industries joint customers that really are ripe for this integrated solution? >> Maybe. But I also think that smacked. It's got a huge footprint across all the verticals across all the segments, the same as us. And so I think initially, you'LL see some of the larger companies who have these huge footprints of M points and network security. Implement these connectors, implement the cloud security and, as you see that roll down into the segments as well. >> So we're at the event today in the last couple days. What is that? Some of the feedback been from partners, but from also and user customers. Since there's about about four thousand people here today, John, what are some of the things that you're hearing? >> Well, we've been talking to some of our customers before here, obviously on DH overwhelmingly positive feedback from the large customers I spoke to some partners to hear today as well. They really like the ability to bring together on M point leading edge endpoint solution on network solution with cloud attached to it as well. So it's not often, actually I've done a partner announcement and I've seen so much excitement, not only with some of our some of the customers, all the customers on all the partners, but also both organizations. We announced it to ourselves. Organizations were doing that with semantics later on. That's right this week and I see a lot of excitement. So I think that bodes well going forward. >> And I imagine, Peter, you're hearing similar feedback from semantics and Sol days. >> Yeah, I mean, it's just been tremendous. This show for me has cemented the fact this is gonna be a very special partnership. The feedback I've been hearing from potential customers, our own customers coming to us, who say, Hey, I've got these solutions. It's fantastic. You doing this now to our partners saying, You know, this is this is truly amazing what you're doing it is very rare. You find these two companies that could come together in a meaningful way that can actually really impact what we're all trying to do here is find the adversary. >> Yeah, I mean, you look at that. Both companies that are big companies Cyrus critic companies think semantics. Probably enterprise in the top two. Top Juan we're in the top five easy, huge companies on our footprints. From a part of perspective is a bit of overlap here and there, but not really. Which makes is exciting, I think, for our partners for both companies, I think, yes, we you know, I see these relationships where it's a local exchange or we'LL do a bit of this integration on this AP I hear this is a truly very integrate solution for both our channel partners on our customers. >> And let's talk about competition that came up a lot during the general session this morning where just a few times a few people mentioned it, you know, in past saying on giant slides with arrows pointing, No, I'm kidding, but really what? What was very clear, I think, from not only the general session this morning, but also somatic that we've heard on the Cube today is the industry leadership, the product leadership that forty nine is demonstrating, but also, you know, telephoto networks Cisco some of your other competitors where really proudly showing this is where we are in relation even so far as the number of Gardner Insight partner appearance I reviews that Fortinet has gotten vs your competitors. So let's start with you, Peter. Talk to us about the competitive advantage that Symantec sees this partnership being able to generate. >> So the the way the way we look at it, is we're going to come to market now. We're both way with love technology. I think we can agree that we're both very much technology forward, very research forward, bringing this pieces together. When you do that, you're goingto win. Andi. If you do that in a way that is highly integrated, you're going to be. The competition is going to have a clear advantage. We're going to do text a faster. We're going to respond to start faster. It's just going to show Ray very well on DH. I'm not going to appoint a particular competitors. Don't mention the name way. We're obviously very large player in industry, but way like this a lot again. We think that if you make a very big impact, so let's see where it goes >> and John any predictions on what those graphs might look like it accelerate twenty, twenty, >> twenty twenty. That's a long time away from now, but I You know what? We continue to grow as a company. We take marketshare. We're aligning with some of the big players, such a semantic in the marketplace. So those graphs definitely up until the right, is that the right direction? >> That's the right direction. And last question is, we talked a lot about data sharing on a number of our segments. Today is semantic and forty that sharing threat intelligence and if so, why? Is that a good thing? Why is that >> important? Where where she, both founders of the cyber threat, aligns the C t a way already share way did that for two years ago. At least I know we're expanding. That strong was staying with really time on the ground. Three intelligence sharing between our products between the fabrics that would happen just automatically. >> It's important that you got the global sharing through the T A, but also going for because of targeted attacks. You have the local sharing, so we'LL have global sharing with big amounts of threat intelligence and data, but at the local level between the end points on the network's puree will have threat sharing there as well. >> But this is important to do that fast Security changes by the second. If you don't react to something quickly, If you don't share the intelligence that's actionable on relevant, you may as well just give up. You're gonna be fast, responsive >> and lasting. Last question is you mentioned the word react and we talked about that a lot today, as well as how and I'll ask you both thiss Peter, we'LL start with you. How is this partnership going to enable your joint customers to eventually go from being reactive to proactive to predictive? >> They're for sure. Well, I thinks of these integrations we're working on is all about being proactive. So is an example. If we see something in our network we've seen in a corner case, we can automatically give it over Too fortunate they'LL be inoculated everywhere around the planet in every single device. Advice first. So, unfortunately, something in their network that we've never seen before we can inoculate all ofher own points. All of our customers, that's been truly proactive. That's how you get ahead. >> Yeah, it's all about showing that threat intelligence is fastest possible across much of the attack surface is possible, and that's where the relationship >> Well, guys, thanks so much for stopping by the Cuban sharing with us a little bit more about the partnership with semantic and Fortinet. We look forward to hearing what comes in this year ahead, and we'LL talk to you next year. You look, we want to thank you for watching the Cube. I'm Lisa Martin Live from Fortinet. Accelerate twenty nineteen. Thanks for watching.

>> live from Orlando, Florida It's the que covering accelerate nineteen. By important, >> Welcome back to the cubes. Continuing coverage of Fortinet Accelerate twenty nineteen. Live from Orlando, Florida Lisa Martin with Peter Births and we're pleased to welcome back to the Cube. One of our alumni. John Madison, the executive vice president of Products and Solutions from Fortinet. John, It's great to have you back on The Cube >> is great to be here again. >> Lots of momentum. That fourteen that is coming into twenty nineteen with I can't believe we're in April. Already, lots of growth in revenue product revenue was up. You guys talked about the expansion of the partner network with some of your fabric ready partners on already today. You talked about this third generation and security. How fortunate is uniquely delivering that for our viewers who you weren't didn't have the opportunity to attend. Your keynote kind of talked to us about that in this hybrid world. How is supporting that delivering this third generation? What makes you guys difference? >> Yeah, so we talk about the third generation now. Everyone has different generations. That's fine. We call it the security driven networking, and it's really the Genesis ofthe forty nine for a long time in bringing together networking and security into one place. I think these days or in the past, people have built out the networks, the network layer. Then they try and connect users and applications. And they go, Wait a minute, this person security over here in a bit, over here and over there in our mind, start with both. Start with a security driven networking concept. Make sure it works end to end, and that will be the most sophisticated, most secure application and network you can have. >> And what enable supporting that to deliver this unique. Because a number of times today and Ken's key nodes, I think Patrice as well. I can't recall if yours competition came up where the audience was shown the strength in numbers that fourteen that has what makes us unique and what you're delivering. One of >> the key differentiators from the start is being making sure we can run a routing stacks. Sometimes today he referred to as ehs tea. When Stax or so security stacks in a very small footprint, and to do that, you need to spend a lot of money on what we call security processes which go inside our appliances, but to make sure that runs very fast. But having said that, I definitely think customer is going to be in a hybrid world forever for a very long time, at least anyway, where not only appliances but also virtual machines and FBI security. We also talk about this fabric concept that ables to cover the incomplete digital attack surface. So there's a very important point, and we find a lot of customers now agreed that they want to consolidate. They want to make it simpler. They need to move faster to this digital world, and anyway, you have to do that is through a consolidated >> approach. So let's build on this. They want to consolidate. They want to make it simpler, more common, and how the policies and management now along comes. Yet what's the dynamic there? >> But what's happening is that all the people referred to the perimeter disappearing. Okay, that's happening to a certain extent because data's moving into cloud. You've got different one implementations, but what's happening when you do that is to creating New Edge is a really good example, a zesty wherein which used to be very closed off. The one used to be something that connects branch offices back to the data center, but nobody got involved in that. Well, now you're opening up that when two different types of transport mechanism you're creating an edge I always refer to these edges is being created by different trust levels. There is a maybe a secure trust level here, less trust here. It creates an edge, and you absolutely need to protect all those edges. >> Would give us an example that So, for example, when you say differentiated trust levels, my edge might be at a customer location. Is that kind of what versus my edge might be in a branch office? Is that what you mean by different trust level? Push that concept for >> you know, It's more, for example, if I got a branch office and I've got one connective ity going back to my data center that's encrypted and secure. But I've also opened up connected to the Internet, the trust level between that encrypted link on my connection to the to the Internet's very different Internets open. Anyone can see they're so that trust level between those two is very different. and that's what creates the edge. >> And so, therefore, that becomes a key feature in how we design different edge implementations. It >> is. It's also a key requirement on what type of deployment Mody use have appliances have virtual machines. We have clouds, containers. AP eyes going forward. I'm finding that customers are still very reluctant to put software implementations of firewalls against the Internet. Appliances are hardened. They run faster. Having said that, inside the cloud, obviously, and inside software defined data centers virtual fine. >> Where some of those customer concerns that you're hearing >> well, I think what happens is, you know, if you putting a piece of software against the Internet, it's open to all sorts of attack. It's the same as giving I P addresses to anything. It's like a factory that creates an edge as well, and you need to harm that age against that. >> And how can Estevez When How Why is this such a crucial component of digital transformation? >> You know, sometimes markets are over hyped. I remember the Casby marketplace a few years ago. It just was a feature. To be honest, I think sd one extremely important. The reason is important is the SD one controller. That controller eventually tells users and devices how to get to the applications. And so I tell customers that investment for you is extremely important. You need to own it. You need to make sure it's flexible. Need to make sure it's secure. And so I think the SD, where marketplace or one edge is the kind of larger term for it is extremely important investment for customers. Do >> you anticipate that? I mean, you guys invested. You guys put forward a lot of products, made a number of different announcements again, going back to that notion of simplicity, that notion of consolidation. What is the breaking point for your typical group in terms of the complexity of that they can accommodate and absorbed? When we start adding additional function within the overall network, especially from a security standpoint, >> well, I think it's a bit broken already. They're really struggling to keep up from our perspective. No, today we announced our forty or sixty twos are major operating system, and what we try and do is consolidate functionality as much as possible. Inside our fabric through a single console, there was single operations capability, so it's easier for the operations people. For this critique people to implement things and find information. Ross implementing order made in mechanisms like security ratings. We should do a background run off best practices, for example, that make it again easier for those those teams to run a full analysis. What's going on? >> So was it about three hundred features roughly roughly >> accountable individually? >> Okay, good. We'LL do a recount of that, but a tremendous amount of feature addition to forty OS announced today. What are some of the things business outcomes? Peter and I were talking about outcomes with several of our guests earlier. Business outcomes, New revenue streams New product's going to market faster, the also being able to become less reactive, maybe more proactive in terms of security codes. Can you walk us through some of the outcomes that fourteen customers can expect to achieve from some of the O. S announcement in the handsome? It's already >> talked about one, which was the consolidation, which means they can do multiple things with single platform us, an important one for them. Also, some of the some of the cost savings around that's on the operational cost savings. I think also for our partners. For example, they like the fact that we're keeping that we keep adding services on top of that fabric. They can take those services, then apply them to their customers and make sure they can add value inside as well. So there's two angles to it. The one is making sure our customers are better protected. They can consolidate, save money, invest better training and then to our partners so that they can provide more value to their customers. >> So one of the things we're talking about is the fact that you have invested in a six it's and security processing units and content processing units, etcetera, that are capable of accelerating the rate at which these crucial security algorithms run. That opens up That creates additional capacity to add more function both for you as well as your partners. Are you starting to see some of your ecosystem grow faster as they better exploit that inherent power and performance that you have within your appliances and devices? >> Definitely. I think we're seeing new partners come from new areas. It also fragments of it, and that's why we announced this new partner initiative going forward, which is a bit more customizable, but but I, you know, I do think that going forward, both our customers and our partners are looking for more of an architecture approach again. If you go back five years, here's a box and off you go and install it, and we're good on again When you saw the security threats. Yes, we produce a point solution to fix the normal way. Keep moving on. They're now looking at architectures over the next five years, known only just cybersecurity architectures but Network Inc architectures, storage architectures and all coming together. So we definitely need to train our partners. I think here we had over fifty of are what we call Network's network security expert. Eight. It's the highest level of architecture and half of the partners, But going forward, we see much more partner involvement in architecture approach on. Our customers want that because they don't want to have a point solution that's out of date in a year's time or a new threat comes along and makes it redundant. >> So how are you? You mentioned you mentioned network security and storage. What other things are starting to inform that architectural approach that you're taking. >> It's everything now. So we know the factories now a completely automated all that. If utilities of I P addresses are running almost all the way down to the end point, just everything has more flexibility and more open eso. Definitely All that information's bouncing around inside I ot devices inside the wire inside data centers on all that data needs protecting. That's the key of protecting the data. And to do that again, we keep saying you need tohave. An integrated approach to networking and security >> Has the customer work with forty Net and your partner ecosystem to achieve that integrated approach. Assuming that there is a, you know, an enterprise out there that's got a spectrum of hybrid multiplied environment with the spectrum of Security point Solutions pointed it in a different components of an infrastructure. How do you help them on that journey of taking the many disparate security solutions and leveraging the power of fourteen and your partners to get that integrated, truly integrated, consolidate consolidated view? It's a couple >> of steps, maybe, maybe many steps. The first one is, oh, customers don't want to throw everything else straightaway. So what they want to do is build to integrating Connect. So we have some of our partners. Here, for example, are fabric ready partners way have connectors. We build into their platforms and orchestration systems, and that's their first step. Once they get there, they start looking across to see what they can to consolidate. So can they take a specific solution from this and I'm bringing inside? And then eventually they start to look at the long term architecture if they're moving APS to the cloud or they want to open up their wear or the one who provide kind of SD functionality inside their branch, So it's definitely a phase approached. I don't see many customers. Some customers would take an application and created from scratch inside the cloud. They can't do that with their infrastructure, the kind just completely wipe it clean. Start again. It's definitely more of a phase approach. >> So if you think about the face approach on you, talk way heard from, uh, we heard from the sales of sport side the notion that the S P s the service providers want greater customization. The enterprise wants a different level of access to the core technologies, so that they could do not customization. Not exactly remember Jack with the term was what What degree will customers retain control over how that architecture gets implemented versus what degree is going to get baked into the stack itself? A >> bit of >> both, I think, you know, for most customers, they're running towards a digital platform on. They need to own the digital powerful. If they give up complete control, how do they control that destiny going forward? So they want to own the digital platform, but they haven't got the resources to do everything. So that allows saw some to service providers and carriers. Some of the partners, for example. But I'm going to keep coming back to this. They want to get to a point in five years time, but they've got a digital footprint, is very flexible, but they also want to make sure it's very secure because as you open up that digital footprint, you opening up all these different edges. Inside the network, >> it's coherent, which is the are contested approach. Yes, because if they don't have a coherent approach to doing it, they don't know what interfaces are or are not competent, and that includes interfaces with partners. >> Yeah, they have to look forward and say I'm gonna implement X amount in the cloud. Arnot gonna have some edge compute going on here. I want to shake. Make sure my branches have the best quality of service for these certain applications that go back to this. So they would look at all those parameters and an architect, something from there. >> So we know that security network, security app, security info, security cloud security is our imperatives for every industry. But I didn't notice that the breakouts today feature. I think there's a couple of vertical features healthcare, financial services, retail. I was just curious. Are theirs just great use cases that show the potential power of forty nets technologies? Or are those industries that are either early adopters or maybe more leading edge? Because they have such a tremendous amount of data that needs to be secured as their ecosystem does this? >> Yeah. So the industry verticals, I think I think for the very large ones, they're very similar. All of them have I ot this expanding order and wanna have a flexible land system. Almost got something. Some computer power in the cloud and the edge going forward. So I know there's differences and industries. For the very large enterprises, it's the problem. Seems the same. This huge organizations, and they have all of these things going on in the right corner at you. Calm down, Toa mid enterprise. I think there's more reason to consolidate. But you seymour differences in the way the approach, things like health care that really, really focused on that healthcare kind of security of devices inside hospitals, et cetera. Education. Oh, they need to connect in these big data banks. Transfer the research information. So big organizations, I say pretty much the same problem. Midsize organizations become more relevant to the specific industry. >> Well, John, thank you so much for carving out some time to speak with Peter and need Today. We appreciate that. And it's exciting to see and feel the mo mentum the forty Niners bringing into twenty nineteen. >> Well, thanks for inviting me. >> Our pleasure. We want to thank you for your time is well for Peter. Boris. I'm Lisa Martin. You're watching the Cube

>> live from Orlando, Florida It's the que covering accelerate nineteen. Brought to you by important >> Hey, welcome back to the Cube. We are live at forty nine. Accelerate nineteen in Orlando, Florida I am Lisa Martin with Peter Births, and Peter and I are pleased to welcome one of our alumni back to the program during Mickey, the chief of security insights for forty nine. Derek. It's great to have you back on the program, >> so it's always a pleasure to be here. It's tze always good conversations. I really look forward to it and it's It's never a boring day in my office, so we're than happy to talk about this. >> Fantastic. Excellent. Well, we've been here for a few hours, talking with a lot of your leaders. Partners as well. The keynote this morning was energetic. Talked a lot about the evocation, talked a lot about the evolution of not just security and threat, but obviously of infrastructure, multi cloud hybrid environment in which we live. You have been with forty girl lives for a long time. Talk to us about the evolution that you've seen of the threat landscape and where we are today. >> Sure, Yeah, so you know? Yeah, I've been fifteen years now, forty guards. So I flashed back. Even a two thousand, for it was a vastly different landscape back there and Internet and even in terms of our security technology in terms of what the attack surface was like back then, you know, Ken Kennedy was talking about EJ computing, right? Because that's what you know. Seventy percent of data is not going to be making it to the cloud in the future. A lot of processing is happening on the edge on DH. Threats are migrating that way as well, right? But there's always this mirror image that we see with the threat landscape again. Threat landscape. Back in nineteen eighty nine, we started with the Morris Worm is very simple instructions. It took down about eighty percent of the Internet at the time, but he was It is very simple. It wasn't to quote unquote intelligence, right? Of course, if we look through the two thousands, we had a lot of these big worms that hit the scene like Conficker. I love you, Anna Kournikova. Blaster slammer. All these famous rooms I started Teo become peer to peer, right? So they were able to actually spread from network to network throughout organizations take down critical services and so forth. That was a big evolutionary piece at the time. Of course, we saw fake anti virus ransomware. Come on stage last. Whereas I called it, which was destructive Mauer That was a big shift that we saw, right? So actually physically wiping out data on systems these air typically in like star but warfare based attacks. And that takes us up to today, right? And what we're seeing today, of course, we're still seeing a lot of ransom attacks, but we're starting to see a big shift in technology because of this edge computing used case. So we're seeing now things like Swarm networks have talked about before us. So these are not only like we saw in the two thousand's threats that could shift very quickly from network to network talk to each other, right? In terms of worms and so forth. We're also seeing now in intelligence baked in. And that's a key difference in technology because these threats are actually able, just like machine to machine. Communication happens through a pea eye's protocols and so forth threats are able to do this a swell. So they ableto understand their own local environment and how to adapt to that local environment and capitalized on that effort on DH. That's a very, very big shift in terms of technology that we're seeing now the threat landscape. >> So a lot of those old threats were depending upon the action of a human being, right? So in many respects, the creativity was a combination of Can you spook somebody make it interesting so that they'll do something that was always creativity in the actual threat itself. What you're describing today is a world where it's almost like automated risk. We're just as we're trying to do automation to dramatically increase the speed of things, reduce the amount of manual intervention. The bad guy's doing the same thing with the swarms there, introducing technology that is almost an automated attack and reconfigures itself based on whatever environment, conditions of encounters. >> Yeah, and the interesting thing is, what's happening here is we're seeing a reduction in what I call a t t be a time to breach. So if you look at the attack lifecycle, everything does doesn't happen in the blink of an instant it's moving towards that right? But if you look at the good, this's what's to come. I mean, we're seeing a lot of indications of this already. So we work very closely with Miter, the minor attack framework. It describes different steps for the attack life cycle, right? You start with reconnaissance weaponization and how do you penetrator system moving the system? Collect data monetize out as a cyber criminal. So even things like reconnaissance and weaponization. So if you look at fishing campaigns, right, people trying to fish people using social engineering, understanding data points about them that's becoming automated, that you sought to be a human tryingto understand their target, try toe fish them so they could get access to their network. There's tool kits now that will actually do that on their own by learning about data points. So it's scary, yes, but we are seeing indications of that. And and look, the endgame to this is that the attacks were happening much, much quicker. So you've got to be on your game. You have to be that much quicker from the defensive point of view, of course, because otherwise, if successful breach happens, you know we're talking about some of these attacks. They could. They could be successful in matter of seconds or or minutes instead of days or hours like before. You know, we're talking about potentially millions dollars of revenue loss, you know, services. They're being taken out flying intellectual properties being reached. So far, >> though. And this is, you know, I think of health care alone and literally life and death situations. Absolutely. How is Fortinet, with your ecosystem of partners poised to help customers mitigate some of these impending risk changing risk >> coverage? Strengthen numbers. Right. So we have, ah, strong ecosystem, of course, through our public ready program. So that's a technology piece, right? And to end security, how we can integrate how we can use automation to, you know, push security policies instead of having an administrator having to do that. Humans are slow a lot of the time, so you need machine to machine speed. It's our fabric ready program. You know, we have over fifty seven partners there. It's very strong ecosystem. From my side of the House on Threat Intelligence. I had up our global threat alliances, right? So we are working with other security experts around the World Cyberthreat Alliance is a good example. We've created intelligence sharing platforms so that we can share what we call indicators of compromise. So basically, blueprints are fingerprints. You can call them of attacks as they're happening in real time. We can share that world wide on a platform so that we can actually get a heads up from other security vendors of something that we might not see on. We can integrate that into our security fabric in terms of adding new, new, you know, intelligence definitions, security packages and so forth. And that's a very powerful thing. Beyond that, I've also created other alliances with law enforcement. So we're working with Interpol that's attribution Base work right that's going after the source of the problem. Our end game is to make it more expensive for cyber criminals to operate. And so we're doing that through working with Interpol on law enforcement. As an example, we're also working with national computer emergency response, so ripping malicious infrastructure off line, that's all about partnership, right? So that's what I mean strengthen numbers collaboration. It's It's a very powerful thing, something close to my heart that I've been building up over over ten years. And, you know, we're seeing a lot of success and impact from it, I think. >> But some of the, uh if you go back and look at some of the old threats that were very invasive, very problematic moved relatively fast, but they were still somewhat slow. Now we're talking about a new class of threat that happens like that. It suggests that the arrangement of assets but a company like Ford and that requires to respond and provide valued customers has to change. Yes, talk a little about how not just the investment product, but also the investment in four guard labs is evolving. You talked about partnerships, for example, to ensure that you have the right set of resources able to be engaged in the right time and applied to the right place with the right automation. Talk about about that. >> Sure, sure. So because of the criticality of this nature way have to be on point every day. As you said, you mentioned health care. Operational technology is a big thing as well. You know, Phyllis talking about sci fi, a swell right. The cyber physical convergence so way have to be on our game and on point and how do we do that? A couple of things. One we need. People still way. Can't you know Ken was talking about his his speech in Davos at the World Economic Forum with three to four million people shortage in cyber security of professionals There's never going to be enough people. So what we've done strategically is actually repositioned our experts of forty guard labs. We have over two hundred thirty five people in forty guard lab. So as a network security vendor, it's the largest security operation center in the world. But two hundred thirty five people alone are going to be able to battle one hundred billion threat events that we process today. Forty guard lab. So so what we've done, of course, is take up over the last five years. Machine learning, artificial intelligence. We have real practical applications of a I and machine learning. We use a supervised learning set so we actually have our machines learning about threats, and we have our human experts. Instead of tackling the threat's one on one themselves on the front lines, they let them in. The machine learning models do that and their training the machine. Just it's It's like a parent and child relationship. It takes time to learn a CZ machines learn. Over time they started to become more and more accurate. The only way they become more accurate is by our human experts literally being embedded with these machines and training them >> apart for suspended training. But also, there's assortment ation side, right? Yeah, we're increasing. The machines are providing are recognizing something and then providing a range of options. Thie security, professional in particular, doesn't have to go through the process of discovery and forensics to figure out everything. Absolution is presenting that, but also presenting potential remedial remediation options. Are you starting to see that become a regular feature? Absolutely, and especially in concert with your two hundred thirty five experts? >> Yeah, absolutely. And that's that's a necessity. So in my world, that's what I refer to is actionable intelligence, right? There's a lot of data out there. There's a lot of intelligence that the world's becoming data centric right now, but sometimes we don't have too much data. Askew Mons, a CZ analysts administrators so absolutely remediation suggestions and actually enforcement of that is the next step is well, we've already out of some features in in forty six two in our fabric to be able to deal with this. So where I think we're innovating and pioneering in the space, sir, it's it's ah, matter of trust. If you have the machines O R. You know, security technology that's making decisions on its own. You really have to trust that trust doesn't happen overnight. That's why for us, we have been investing in this for over six years now for our machine learning models that we can very accurate. It's been a good success story for us. I think. The other thing going back to your original question. How do we stack up against this? Of course, that whole edge computing use case, right? So we're starting to take that machine learning from the cloud environment also into local environments, right? Because a lot of that data is unique, its local environments and stays there. It stays there, and it has to be processed that such too. So that's another shift in technology as we move towards edge computing machine learning an artificial intelligence is absolutely part of that story, too. >> You mentioned strengthen numbers and we were talking about. You know, the opportunity for Fortinet to help customers really beat successful here. I wanted to go back to forty guard labs for a second because it's a very large numbers. One hundred billion security events. Forty Guard labs ingests and analyzes daily. Really? Yes, that is a differentiator. >> Okay, that that's a huge huge differentiator. So, again, if I look back to when I started in two thousand four, that number would have been about five hundred thousand events today, compared to one hundred billion today. In fact, even just a year ago, we were sitting about seventy five to eighty billion, so that numbers increased twenty billion and say twenty percent right in in just a year. So that's that's going to continue to happen. But it's that absolutely huge number, and it's a huge number because we have very big visibility, right. We have our four hundred thousand customers worldwide. We have built a core intelligence network for almost twenty years now, since for Deena was founded, you know, we we worked together with with customers. So if customers wish to share data about attacks that are happening because attackers are always coming knocking on doors. Uh, we can digest that. We can learn about the attacks. We know you know what weapons that these cybercriminals they're trying to use where the cybercriminals are. We learned more about the cyber criminals, so we're doing a lot of big data processing. I have a date, a science team that's doing this, in fact, and what we do is processes data. We understand the threat, and then we take a multi pronged approach. So we're consuming that data from automation were pushing that out first and foremost to our customers. So that's that automated use case of pushing protection from new threats that we're learning about were contextualizing the threat. So we're creating playbooks, so that playbook is much like football, right? You have to know your your your offense, right? And you have to know how to best understand their tactics. And so we're doing that right. We're mapping these playbooks understanding, tactics, understanding where these guys are, how they operate. We take that to law enforcement. As I was saying earlier as an example, we take that to the Cyber Threat Alliance to tow our other partners. And the more that we learn about this attack surface, the more that we can do in terms of protection as well. But it's it's a huge number. We've had a scale and our data center massively to be able to support this over the years. But we are poised for scale, ability for the future to be able to consume this on our anti. So it's it's, um it's what I said You know the start. It's never a boring day in my office. >> How can it be? But it sounds like, you know, really the potential there to enable customers. Any industry too convert Transport sees for transform Since we talked about digital transformation transformed from being reactive, to being proactive, to eventually predictive and >> cost effective to write, this's another thing without cybersecurity skills gap. You know this. The solution shouldn't be for any given customer to try. Toe have two hundred and thirty people in their security center, right? This is our working relationship where we can do a lot of that proactive automation for them, you know, by the fabric by the all this stuff that we're doing through our investment in efforts on the back end. I think it's really important to and yeah, at the end of the day, the other thing that we're doing with that data is generating human readable reports. So we're actually helping our customers at a high level understand the threat, right? So that they can actually create policies on their end to be able to respond to this right hard in their own security. I deal with things like inside of threats for their, you know, networks. These air all suggestions that we give them based off of our experience. You know, we issue our quarterly threat landscape report as an example, >> come into cubes. Some of your people come in the Cuban >> talk about absolutely so That's one product of that hundred billion events that were processing every day. But like I said, it's a multi pronged approach. We're doing a lot with that data, which, which is a great story. I think >> it is. I wish we had more time. Derek, Thank you so much for coming by. And never a dull moment. Never a dull interview when you're here. We appreciate your time. I can't wait to see what that one hundred billion number is. Next year. A forty nine twenty twenty. >> It will be more. I can get you. >> I sound like a well, Derek. Thank you so much. We appreciate it for Peter Burress. I'm Lisa Martin. You're watching the Cube?

>> live from Orlando, Florida It's the que covering accelerate nineteen. Brought to you by important. >> Welcome back to the Cube. We air live in Orlando, Florida, for accelerate border, not accelerate twenty nineteen. Lisa Martin with Peter Burroughs And we're pleased to welcome back to the Cube. Chief information Security officer See, So from Fortinet fell quite Phil. Thank you so much for joining Peter and me on the Cube today. >> Thanks for much. >> So lots of news, Lots of buzz. You can hear a lot of the folks behind us in the Expo hall here. We've had probably, I think five or six or seven guests today. So far you are on the front lines as to see so afforded it talking with si sos. I'd love to get your your view on what are some of the things they're top of mind for si sos today. The challenge is that they're facing and how are they looking to for doughnut to mitigate this challenge is >> the good news is that the solution sets not as complicated a cz youthink So all the sea says and senior people I talked to are very much focused on How can they reduce complexity, And how can they better leverage automation? I know there's some overlap between those two things, but they care quite a bit about that. Why? Because with less complexity, there's less mistakes with less complexity. There's less optics, right costs, costs for people and then with automation. It also helps with the op ex problem. But automation also allows humans to do things that humans you're better doing things. That and let's machines do things that their better doing that. So, complexity management, Lebanese automation are really top of mind. Of course, you know the next level down, you really need to do segmentation. Well, you need to have good visibility, need to inspection something that But I'd say those couple things are definitely top of mind, no matter who you talked to. >> But one of the things that's especially important about this issue complexity is that the threat surface goes to value, right so that, as you think about I ot as you think about Mohr devices, Mohr elements, et cetera, the threat surface is going to go up the on ly way that you're going to be able to bring that in in a managed way that delivers consistent value without dramatically exploding amount of risk is to reduce the complexity of the rest of the threat >> surface. Thie. If you're trying to place the face the problem of of, of speed and scale, you have to adopt the solutions of automation in integration you need a strategy on. Of course, hope is never a strategy, and so you need to leverage these technologies to do that. Instead, it's all about automation integration, >> right on this notion of the threats surface going to values, gotta have some mean si SOS sort of. Some of the ones that I'm talking to are using terminology like that. Maybe not that concept directly, but they want to make sure that whatever task that they're performing, whatever, uh, whatever risked their engendering or dealing with has some corresponds back to value. Are you seeing that as well? >> Yeah, and since we're talking about value, the end point is becoming a whole lot more interesting in terms of value. So traditionally we think of the endpoint is being a place where there's desktops and then laptops and tablets, and now smartphones, and they've always been part of our cyber domain. But there's this new thing that's happening, I think just left of end point. And it's where there's going to be the heavy instrumentation of physical processes and things. So it's starting with OT operational technology. It's going to be magnified by I ot and, of course, building automation. And so all of a sudden, the definition of value, I think, is going to be places that can collect data about physical processes and things, protect that data and then commoditize it. So value is moving further, further and out into the endpoint defined as thie, a collection of information about physical processes, something so I call this environment cyber physical or, more specifically, more catchy. SciFi right. It's where cyber data, physical data will be intermingled to provide value and efficiencies to customers and things like that. It's a really important area that's the new in point >> in physics. We talk about transducers, right? The transducer is something that takes one form of energy and turns into another form of energy so they could perform a different kind of work. We're talking about what we call information transducers the idea, take one form of information and turn it into another form of information so that it can perform work that's seminal to this notion that you're describing with the side fi. >> That's a >> great analogy. I haven't heard it described that way before. It's kind of like, you know, back in the day where where people use fire to heat and people used sales to move things right. And one day >> it was a more >> wins, right? Wait, move sales. Sorry. Wings. Yeah. Okay. And, uh, someone saw the story. As the story goes, someone saw a pot on the fire, a kettle full of water boil and the lid of the pop move. So they realized I can use heat to move it. So they started integrating different ways of doing things to achieve new effects. And I think that's what you're talking about. He used the word trans transducer, but I think it's the same thing. And how can you use things previously kept separate to do things that you previously couldn't D'Oh. >> So let's talk about this SciFi era C y dash p H y. For those watching at home, what are some of the security challenges that this brings, but also the opportunities to be uncovered by that boiling point analogy. >> Yeah, if you don't mind, I'LL start with the start with positives right where the was a potential benefits to society. So we are all of us and everyone behind us. We're creatures, the physical domain and the opportunities that there will be new data connected about this physical domain that can affect his very personally. So in cyberspace, its ultimate a virtual world. So there could be compromises in cyberspace. That effect is in cyber ways, but when you have compromises in the physical domain, it could be a lot more personal. So let's say that you have a medical device or you have a something else that instruments the temperature, heat, humidity, vector, you name it. Failures in those areas can have a really profound effect on a negative way in this physical oriented domain. So now the flip side of that is because it has a very, very positive effect, Right? Thes healthcare devices could bring new conveniences or perhaps even help address some very important things where they'd be physical or mental disabilities weaken instrument very heavily how we create food products. And so maybe this heavy instrumentation of how you create food can help address world hunger. I know I'm getting kind of heavy about this, but heavy instrumentation of this physical domain has a lot of promise. Now back to the other side. It also has a lot of responsibility involved, right, because, as I mentioned earlier, we're creatures of the physical domain. So if you get it wrong, you could mess up something really important to our health. Care for our transportation, Andi. We also have a very strong feeling towards privacy. At some point, collecting too much about us physically is just too much. So you need to make sure that that any sense data's you have privacy protections built it. So like anything with great opportunity. There's great challenges involved. But by giving their name and starting described, this challenge is we are. We're one step down the path, I think. >> But if we take that and then turn it into a set of cyber security challenges, no secure network challenges, that one of the other things you describe is we're constantly learning about what are the characteristics of a good, competent, reasonable interface between the physical and digital worlds. That knowledge then has to be put back into how we handle network security. >> That's right. I like your use of the word knowledge. And earlier today I gave a talk about something I'm calling a digital big bang. It's an analogy of that. We had a digital big bang fifty years ago where an explosion of data is among us and there's some challenges will get back that in a second. The analogy is thie cosmic big bang of fourteen billion years ago. And it wasn't until we started certain had a quest for knowledge about the fundamental elements of the cosmic Big Bang and the hard sciences behind it. Physics, chemistry, biology, things like that that we actually started obtaining an accumulating knowledge. So I think to your point, there's a lot of knowledge accumulation that we need to start a quest for in this cyber physical domain. And that's that's all about treating cybersecurity more like a science rather than an art. And I think this cyber SciFi domain is a great place to start practicing that accumulating knowledge in a very, very scientific way, build on the build on the successes of our our forefathers. I could say >> Sorry if I can build on this for one second. Sorry, Lisa, that the entropy gets everything in the end. But isn't it interesting that the process of creating Mohr information creating more knowledge and then securing it is our main fight against entropy? Right. That's how we create increase optimization of our resources. How we get Maura out of less on DH. That seems to me to be an especially important thing here. A CZ we think about it is how we utilize that knowledge, share it and in so doing security so that we're sharing inappropriately. >> There's a there's a great saying. I'm sure you're familiar with each of you. It's called. I use it often. Data is the oil the twenty first century, right? So the last century, those who could find oil explored it put it good use and protected dominated that century. Let's fast forward to the twenty first century. I think the same words apply data right. Those who can find it generate wisdom from it, insight from it and protect it will dominate in a good way the twenty first century. So, on the way you were going to do that. This is the collective we is bias. You said Collect, Ate it. Make it better. Send it back out, bring it back in. Make it better. Send it back out. It's a somewhat circular, but I think it's a very, very healthy example of, ah, circular augmentation. >> So don't think I want to touch on a little bit with you. Feel before we let you go is we talked about knowledge a minute ago and sharing that knowledge forty nights Very dedicated to education. Educating your customers, educating your partners When you're talking with si SOS and we know that there's an ostensible skills got with cyber security. What are some of the solutions that you talked to those customers that like Hey, this is how fourteen that nurse ecosystem partners can help you here. Address this so you can leverage the power of that data to, As you said, you know, for the twenty first century, for example, data becomes the new oil. What's that education conversation like there's >> a There's a long game in a short game, you know, the short game is about leveraging like we talked about a few minutes ago. Speed, speed, automation, integration, too. Compliment the shortage of human beings right rely machines, moron for what machines we're good at on DH. Take the humans, the humans, the steel personnel and have them do the higher order thinking. So the near term game. It's foreign. It's really well. Pasha provide our customers is speed, automation and integration. So that's the short game. Long game is about creating, Ah, larger workforce or larger population of folks who could all be construed contribute to this great new world we've been talking about. And that's training. And that's education. And I think, you know important. It's also, you know, working the long game as well, with some near term training at multiple levels for folks in in the networking world, but were also part of something called the World Economic Form West's Center for Cyber Security. We're founding member, and there were trying to create a long game where we can help educate a whole lot of people on cybersecurity and create the future. Workforce is in the long game. So short term long game, both her important >> except well, Phil, thank you so much for joining Peter and me on the cute this afternoon. We appreciate your time. >> Thanks again. It was nice. Nice being back and >> excellent. Our pleasure for Peter. Boris. I'm Lisa Martin. You're watching the Cube

>> Live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by important >> Welcome back to the Cubes Coverage of Fortinet. Accelerate twenty nineteen. Live from Orlando, Florida I'm Lisa Martin with Peter Burress, and we're welcoming to the keep for the first time. Jeff Fully senior business development manager from Siemens. Jeff. Thanks for joining Peter and me today. >> Thanks for having me appreciate >> it. So everybody knows Seaman's in some form or fashion or capacity. Ah, here we are in a cyber security event. Talk to us a little bit about what Seamen's and Fortinet are doing together as partners and a little bit about your role in business. >> Sure, so the organization the part of semen that I'm a part of, is more of a digital industries. So what we do is ah, lot of NT operational technology environment area. So it's it's more of the harsh environments oil and gas, waste water, rail transportation. So we do a lot of the communication and the cyber security around that. We're working with Fortinet in order to bring the best of the practices on cybersecurity into that OT environment. So we're doing a collaboration between the two because there's that communication that needs to happen. They still need that access point into at OT environment >> Now. Explain why? Because because, you know, guys have grown up presuming that everything was going to be connected and a lot of business leaders presume that everything's going to be connected. The okey guys have had to work in a very, very different world where they had to do real time work, sometimes for thirty years. So take us a little bit through that dynamic. And why is it that today we actually Khun, start having conversations about how these two things come together, work together and generate value together? >> Sure, so typically from operational technology environment when they put something together, is normally for a twenty or thirty year span. They want to put something in the network and the environment that's going to last. That's going to be out there. It's not. They don't change it. They don't upgrade it normally, as they do in the ninety environment, which typically has like a five year life cycle. So in OT environment, what's happening? Noah's know times are changing and all these cyber attacks are happening. They're being mandated to do this. A good example is, in two thousand five, President Obama signed into a legislative order that you, we must in the US secure critical infrastructure and part of that securing that, saying We're going to make sure that you know we're not going to be happy because in the utility market, if we take down four of the major interconnects between their power grid than that stated that us had become a third world country in eight days. So what we're doing is >> not do that. >> No, we're trying to help prevent that. So by doing so, we need to add security. And historically, from noti environment, it's always been about there's not been remote access. There's not been that connectivity. It's always been about electrical and mechanical devices. But now is these devices are getting smarter. They're getting Mohr intelligent. There's more information to get out of it. You get more efficiency and more information out of so you can know. Do your job better. You could do remote access. And like in Florida, here we have a bunch of hurricanes. There's the ability to say after a hurricane, I could get remote access or I could do that communication out to these devices where you wouldn't be able to do periodically in the past. So because of that, because connectivity we need to start securing our infrastructure to make sure that no, as we get access to that potential, that the bad guys get access to those devices, too. So we're working with our product portfolio and partners like Fortinet in order to make sure that we're applying the best of the security in the O t world. >> So when this convergence, we're talking probably with folks who are not used to change. Change is hard for everybody. However, as you said and back in two thousand five became a presidential mandate. But also it >> was two thousand fifteen >> two thousand five. Obama signed in tow the listen president till two thousand. And I'm sorry. >> Thank you for the mass >> housing one. >> Yeah, just years ago on the math expert. So just a few years ago, there was this mandate from President Obama which we clarified was only four years ago. So but historically, folks that are not used to having to change system so quickly. Yet here's this mandate. There's also this increasing abundance of separate tax. How do you have those, I presume, difficult conversations with Theo Teesside about the opportunity for OT convergence and the benefits and why they have to get on board with this. >> So historically, from the OT side, they've been very reluctant to do something like this. They want to own their own environment. They want to do that. It's always been the perception that if you bring that cyber security of the world into that OT environment, it's going to hinder their operations. But that's not really the case. The convergence of T and O. T has been happening for decades now. I started my job seem it's in two thousand in the telecom world, and we were doing that convergence of n ot back in two thousand when we're doing voiceover. I pay right because that was happening back then. So this convergence of Tino Tee is It's an ongoing thing. It's just in. Different markets are different industries, so now that we're doing that, we're bringing it in there. They're starting to have that conversation, but then it becomes a really who owns that The operation are who owns that security? No ot still wants to drive their own. They want to own their own. Where I saying, Look, I know we have the knowledge we have experience. Let's help you get there So there's generally a demarcation point that they've come to an agreement on where I Teo say we're going to help you to this point. And then you can own all the critical assets out on the far end. >> So let's talk about that demarcation point. What constitutes what characterizes that demarcation point? What are where are we today? Because we're moving from hardwired, uh, thirty year footprint to increasingly wireless, uh, faster. We're moving towards that, but we're how far our way when you talk to customers. What is what are the attributes of that demarcation point? It's >> interesting because we sew it. That goes everything we saw of customers that are on dialogue, communication, serial communication, Ethernet fiber, wireless. Lt s o. There's a broad range of that we call the pipe. So you know the pipe is the communication just between the side down to the OT side really helps to find that demarcation is when you get down to what are the critical assets, what's really the operation or what's making money for that company on those of the assets, which really the operational organization's own and then the side really provides that communication down to that to that ball. >> Got it. So it's really business specific. But are we starting to see Are we started to see? Well, it's got a little bit more processing power or it's got a little bit more. There's the's security attributes that are associated with it or ot guys picking up on T related security, starting elements of it faster than others >> they are on. But really, it's it's ah, it's region and as industry specific and it's really what's driving it So like in the U. S. Like I meant in the utility sector, three utility sector has requirements called no exit, and these narcs IP requirements said you must do these things and they get very specific to the point of. You must have something that will detect anti virus or malware. You must do this if you look into Canada. Canada just recently passed away. Be requirements for Ontario and those are based upon framework cyber security framework to do that. So it's really debate the industry that they're in and the region that they're in. That's what's really driving that our how deeper and far they're going to go. >> And it goes back to your original point that it's being driven by regulatory edict or a past exposure and trying to make sure it doesn't happen again. >> They don't want to make the news, and they don't want to be pushed by the government. But those were really the two things in the operational technology or environment that's really driving for that cyber. >> Thank you, Sierra, One of your favorite success stories that really highlights the opportunities that O. T. And I t Convergence have enabled for customers of forty nine Seaman's >> Oh yeah, there's, ah again because I'm global experience. No, I've got around the world, but actually one of the favorites is Actually, there's two of them that have happened just here in North America, Oneness in Texas and one is in Canada. And both of these requirements came to say that they had a specific date, that they needed to make requirements to meet the regulatory otherwise, that they were going to get fined and they came to us and it is both home were pretty last minute. So what we're able to do is to say, Look, we have this platform that's rated for harsh environment. That's no into your networking to provide that communication. So then what we could do is we can work with our partners, put that application on that OT environment and then install and get certified for your application. So there was two of you, Like I said, one in the U. S. And one in Canada. Which way made the deadline's where they came back and said, No, thank you very much, very appreciative. >> And how quickly were you able to get this up and running is that they didn't miss the deadline and we're able to certain gleanings value from this. >> I just did a write up on one. We got a phone call on a Friday that they needed to provide a solution. So we worked over the weekend, and on Monday we proposed a solution. So once you do that, no, obviously they need to go through their value chain to get to sign offs, and we have to go through our process. But it was within thirty days were able to install it make their deadline and make sure that they were compliant. >> That's a pretty good marketing message to deliver that you guys could enable Such It is such a big convergence and it's a month's period >> of thirty days. >> Pretty impressive. >> That was, That was That was one thing that I think we all worked out. There was a deadline. We all work toward that. It was a trusted partner thing, you know. The customer came to us, they were asking for some stuff. They trusted us to do that. So like I said, we worked over the weekend, help them do that. We felt we had the right solution to address their requirements and at the end of the day were ableto meet that thirty day deadline. >> But the trust is not just with you. It's not just a seaman's. It's with an expanding array of cos it Seaman's is working. That's correct. What is it like working with a company like Ford Net to try to ensure that these new domains that are characterized by enormous uncertainty, technological operational organisational are not undermined by challenges of crafting that sushi solution together in such ways, it can be implemented quickly and with a high degree facility. >> I think it's a great opportunity for saying it's important not to be working together only from the fact of Fortinet has got the history. They've got the technology. They've got the name in their market space on DH. They've got the capability to deliver that Siemens. And for if you look from our customer space in our environment, no, we're very well developed, well entrenched in our customer. So to be able to bring the technology and the experience and the know how and bring that those cyber security requirements which are now being pushed down into the OT environment in and no amount of time it's not. There's no development needed, there's no additional stuff fourteen and already has that knowledge from the space. So to bring that into the environment, it's very beneficial. I think both of us, in order to help drive their customer opportunities in our market. >> And they talked a lot this morning during the keynote about where they are from the competitive leadership perspective that was peppered, ah, lot throughout the first at least ninety minutes of the keynote. But presumably obviously everybody has choice. Everybody likes choice. Simons has choice there. I'm just curious to get your take on some of the announcements that came out today from Fortinet. Does that excite Seaman's? Were you involved in that? In terms of being able to take the next set of customers who have the same challenge that you describe with the Texas based on Canada based customers and show them we can help you together? Seaman's importing that transform in thirty days. >> I think it's very exciting with fourteen that's doing in the new capabilities and functional yet they're coming out with. I think that's really going to be able to enhance our offering because it's really a differentiator for us. If you look at us from the operational technology side, there's not a lot of people out there that can actually do with porting that's able to bring to the table. So all these additional features functionality that was coming out by Fortinet to be able to put it on to our platform and our environment and to be able to offer that in the operational technology side. So I think it's a big differentiator from our competitors for both forty and for seeming to be able to jointly provide this offering to our customers. >> Just one question about your competition. A lot of companies like Siemens, especially that especially strong in the OT space, not just your customers. But suppliers like yourselves have also struggled a bit as they try to find a Z trying navigate that way forward to convergence of tea. No tea on appropriate convergence of tea. No tea. What is it about Seamans that has allowed you to not stub your toe or cut off your leg? Like some of the competitors, >> I believe that's because we've had a long history in both the A I T o T space. If you look at the vertical, are the digital industry that we're in right now. It's been very much ot centric for the last twenty five thirty years, but we have seen minces No. Three hundred seventy nine thousand people worldwide strong. We're very embracing the newer technology and the newer capabilities myself coming. No, starting with Siemens twenty years ago with a nice background being able to bring that knowledge that ability and doing that convergence of the idea no t within Seaman's for so long. I think we understand our customers, and we've been listening to them. And then we're partnering up with companies like Fortinet. Health says, Bring that technology that capability to our customers >> said that expertise, that partnership, What's your recommendation has be wrapped things up here for customers who are at the precipice of being able to understand why I know Teenie to converge with your recommendation for them to tackle this challenge successfully. >> I think the best advice I could have is let's sit down and have that conversation. Let's see what the requirements are. Let's see what they're trying to accomplish because I believe with the solutions that Siemens has between communication, the network in the security and then they technology and the capability that forty nets bring to the table we can to help design a customized solution for their environment in order to make sure that they can address their cyber security needs >> and do so quickly. Well, Jeff, thank you so much for joining Peter and me on the cute this afternoon. We appreciate your time. >> Thank you for >> for Peter. Boris. I'm Lisa Martin. You're watching the Cube

>> Narrator: Live from Orlando, Florida. It's theCUBE. Covering Accelerate 19. Brought to you by Fortinet. >> Welcome back to theCUBE. We are live in Orlando, Florida for Fortinet Accelerate 2019. I'm Lisa Martin with my co-host for the day Peter Burroughs. Peter and I are pleased to welcome back to theCUBE Patrice Perche, the senior executive vice president of world wide sales and support from Fortinet. Patrice, it's a pleasure to have you, fresh from the Keynote Stage, here on theCUBE program. >> Yeah, well thank you for inviting me here. It's a great opportunity. >> So lots of people this morning and an energy infused keynote starting from all this loud music that I loved and helped wake me up, so thanks to your events team for that. About 4000 attendees, >> Patrice: Yeah. >> From 40 countries. You have a ton of partners here. You can hear a lot of the noise behind us. I'd like you to share with our audience the connection that you made in your keynote about what you guys shared last Accelerate 2018 and the connection to the world economic forum from just a few months ago. >> Okay well, the last year we definitely in fact exposed our strategy in term of the product, in term of the go to market and of course how we can increase in fact the value proposition to our customer, it was all about the fabric and the eco-system that we build around the fabric. So we have been of course since now 12 months working hard on expanding and growing what I call the Phase two of the fabric and when Cain went to Davos which the World Economic Forum is held early in January. And when we got all this, I would say a vision from Klaus Schwab which is the Chairman and Founder of the World Economic Forum. Explaining that the false revolution that we are all going through. The Cyber Security its a massive, I would say problem for them and it will be a key point for the future because they will enable, in fact, most of those take technology and use it that we will go for this revolution, so >> Peter: It's intrinsic. >> It's intrinsic, they call it guardian. So it really is something that if we can't, fix this problem, it's all about digital trust. So none of the user, you, myself we will not trust maybe voting system, or you cannot trust. We know that everything is going digital. And they expressed the need for of course the education, because you need to educate and you need to, increase the skilled people especially with cyber-security as we have a huge shortfall about 1.5million, some say even two million for next year. They need also need to work as an eco-system. So, for them the eco-system is really to see public, private collaboration but also Government, technologies, companies like us. And that's in fact the purpose of Davos. To bring all this different, in fact groups and be able to talk and share and define some line for the future. And for us of-course, the concept of the eco-system is all about building around in fact this major problem that we are facing, has all the traits. In fact, a collective approach where everybody can add value. We as a vendor we build technology, we build a lot of value but we can't be with each of the customers. So and we want to build a partnership not only with the partner but also with the customer because cyber security is a real time problem. So when something happen, you need to jump, and you need to make sure that all the line is set and then everybody can work together to fix the problem. So this eco-system really resonates value well for us after we was talking last year at the Accelerate. And the last I will say pillar for the Economic Forum is about of course Education and clearly I was mentioning one of the Engineers from the SERP which is nuclear agency in Europe Januity she said that 3D, of course the problem is that with these robots we will have a lot of jobs that will be omitted. So they talk about 800 million. So it's a massive number but it sees more than an opportunity to up-skill people. So the education is really helping of course especially the young generation to go and to up-skill it and especially on the cyber security. Because, as everything is going digital, we have to secure everything so it's really, these pieces will grow much beyond that what we think today. Those three pillars are the Education, the Eco-system and of course the Technology. And the good news is that Ken was representing in fact cyber security at the Davos, so it was also a great moment for us to see in fact pushing 14 at that stage of level of discussion so. Those three pillars: Education, Technology and Eco-system of course fit very well with our strategy that we build and that's why I decided to share a bit this morning. It's not everybody going to such a place. And what really resonate well in term of the strategy and the vision we are in fact pursuing so that's what we are doing. >> So I want to build on something that you said to do so I want to paraphrase. Peter who is much smarter than I am, Peter Drucker who observed many years ago there's a difference in strategies between what he called: value in exchange was his presumption that what I am selling is valuable. And value in utility which is a presumption that the value stems from how the something is used. And that notion of partnership that Fortinet has put in place with its customers so they can get value in utility is so crucially important. And you talked a bit this morning about you know the different levels of customization, and how you are going to allow customers to engage you and apply technology to suit their business. Could you take a bit about that especially based on your experience in the field? >> Yeah so as I mention I think we, it has been also our sales strategy from day one. So we always consider that in order to succeed, we need to work through the partners and through the people that are very close to our customer. And as technology evolves of course it's a real challenge to keep them at the level. Even for us, internally, we used to understand and be always at the top level about the new technology that we are putting in place. We imagine that, just for the employees, it's a challenge so we do a lot of training. But then for the partner it's another challenge. So, I think we have been always trying to help them to of course evolving on this expertise, but we don't see that the cloud of course there is a certain I will say a trend about Okay lets go Direct because we don't. The cloud can allow to sell direct to the customer so you don't need those channels. So there's no value for them. We don't see that in the cyber security because it's a much more complex environment and I think that is why we have been successful. We even see some of our competitor, they tempted to go on this direction. I think it's maybe one of the challenges we'll face in the future. So for us they key message I was trying to give this morning to the partner is really that we count on them, it's a partnership, it's very important and of course when we adapt our partner program we want to learn from them to make sure that the three pillars of this program will fit well with their, in fact, view because of course we are from a vendor in certain perspective, they have of course a different perspective on their side. What I was mentioning the goal to market because we see that some are very specialized on the cloud, some are specialized on the premise. We have to define what is the go to market here. What kind of expertise there are in fact having because as you can see we have very broad product of frame cover, you know from almost everything, so from OT, IT, even imbedded. So, we are working with partners that are, as an example, on the connected car. That's for maybe the next two years where we will secure those car. They are not the typical or traditional partner that you see on the networking business so, we try to adapt in fact our engagement with them and make sure that in fact we build a value proposition that can fit in fact for the customer requirement. So it's really about be very close and try to have a bit of a-la-carte kind of approach. And not try to enforce a very historical view that we had in fact, to be honest. But okay, you have like three tiers, depending of level of business and then you sign. So it's really moving away from that. >> I want to stay in this notion of partners because I think it's so crucially important. You talked about the skills that they have the capabilities that they have, but your partners in general are amongst the companies that have to learn the most about cyber security. Because they are the ones that are trying to match technology to the outcomes the customers have. That leads to a question about your education programs. I got to believe that there is, that even as you're trying to educate your enterprise customers, you're also really investing in your enterprise, in upgrading and up scaling your partnership. Talk a bit about the relationship of education and Eco-system from a very practical standpoint. >> Yeah so it's a very good point because of course we need to help them to evolve and as an example we have seen traditional IT partner, interested to evolve on this OT security but they didn't have too much skill so it was new for them. So we see the purpose of building this NSC training vocation course which we have eight level, which started in 2015 and we have about now almost 200 000 certified engineers. A very large portion of those Engineers come from partners. So, on this program, in fact the origin of the program, depending on where you want to play. If it's cloud, you will have to go for NSC4. If you want to go beyond a OT, it can be NSC5. We build in fact this expertise and we ask them also to of course follow those course so the engagement with us, the requirement will be also that they have the right certified Engineer. Depending on level of engagement they want to work with us. So we build this course which is a lot of work and we have a lot of, a big team to make this happen. We have to refresh constantly because it's evolving almost every day. But as for this, the great value, you may have seen it pass on the networking sites. Cisco made a bit similar approach, which was very successful. I think we went like three years ago on thinking about this and that's what we are achieving right now and we are in fact the most I will say advanced in such a report and I think it's all NSC certification is becoming a bit stand out in the market. Both from end-user but the partner. And even going as we was mentioning, we are also working with the Academics to build in fact and train in fact new Engineers that will come in the market in the next two to three years. So we help them on, it's not pure about product, it's really about cyber security expertise that we have and of course we help them on understanding a bit how the Fortinet value can deploy on the customer, so that aspect and we try to target of course young I will say people going for university but also veterans who we had program to bring those veterans because they're also looking we are talking about up skilling. That's a perfect example on bringing a change to them. And I think it's high level, maybe it's a bit, you know think that we have a high potential. But we want of course to help on resolving the overall challenge to be unemployed. I can tell you that if you invest time and you get a certification on cyber security you will never have any problems with a job. So that's a bit the overall idea we have behind this education and certification. And truly the partner, I will say, evolution in terms of their expertise, it's based about this NSC. >> Alright Patrice as we kind of get towards the end here, let's talk about outcomes. Peter mentioned that word, I know that when I was looking at my notes here that in Q4 of 2018, service providers, and managed security service providers represented 11 of the top 25 deals. You guys also closed a massive seven figure deal in Europe. Let's talk about outcomes that Fortinet and your partner eco-system are helping businesses achieve at the business level. Not just in terms of obviously improving security but are you helping businesses generate new revenue streams, skip to new products on market faster, identify attacks and become pro active? What is one of those really key outcomes that you are proud of? >> I think the, and I was part of the presentation last year. We all, I would say on this digital transformation journey. Whole company, even us. We're evolving with much more tools, much automation. So I think every sector, whether it's public or private company, has to go for this evolution. The biggest challenge is all about digital so again the blocking point is about security. So last year we explained about how we can help with positioning our platform in the security fabric to run to this obstacle and that was the purpose of the security transformation that we was talking last year. And I know it's some, even complete as relayed a message, it was interesting that it was part of all. So I think it was really trying to unlock this digital transformation that add business benefit because at the end this whole, those company will evolve in the future, generate more profit, be more efficient, leverage, I would say, the data that they are collecting from almost everywhere. From customer but also the sensor, and transform this to a more business intelligence and then I will say generate in fact future revenue and future dollars from that. That has been a bit the idea behind. So we definitely help on evolving and going through this digital transformation journey. I think we had few example of course as one of our customers, they deploying world wide on their gas-station. A better customer journey. Typically of course you calm, you try to make your gas and you want to be connected. And they try to increase of course by upselling a lot of things. So of course you have your go for the coffee machine, you can even buy many goods. We have been deploying you know, with secure access so they have secure access they go for the internet so that's where we play with segmentation. But our wireless which is fully connected also to the Fortigate and the analytic tools allow them to do business intelligence in term of where people are moving inside you know the shops. And then, you know, redesign and rethink about okay, how they move here. So that's, that allow them to accelerate even more business or decide that maybe this spot doesn't work well, so they push that to the side and they evolve. That's depicted the value of all this intelligence and we can grasp from the data that we collect to transform to a business value. >> So I want to make one comment before we close here and that is that I don't know the degree to which people really understand the relationship between secure networking and digital business. Data is an interesting asset. It could be shared, it could be copied, it could be easily corrupted. In many respects over the next five years we believe that people will recognize that network security is the basis for privatizing data. It is what you do to turn data into an asset. I don't think people have made that connection, to the degree that they need to. >> No I agree, I agree because maybe the mindset they think about network, they think about wired. In fact we are talking about 5G, we are talking about Wireless so the data is that what we want to protect because we don't want that people stole your personal information or even company. >> It's more than protect. You want to create the asset. >> Yes, we integrate the asset. And then of course when we talk about network it's no longer wires, of course it's much more virtual I would say networks. And that's the misinterpretation and why they feel okay the network is moving away. No, it's even more in the future. And as Cain mentioned early this morning: I think the edge will become much more important in future because the compute power that we are having now on every device and even. That will in fact allow to of course generate much more data. Yeah and you need to protect. You notice when you need to go and to consolidate this into the cloud. So it's really, the age will become a very important aspect. But this will be a hybrid and that's what we feel as Fortinet we've been building in fact the very comprehensive offer and to the partner and to our customer. We just want, in fact to give them the time to move at their pace. But they have everything ready for today. That's a bit the concept. >> Well if only we had more time Patrice, we could keep going and going. Thank you so much for sharing some time on the program today talking about your GTM, what you are doing to educate partners and customers and this tremendous potential that Fortinet is attacking. We appreciate your time. >> Thank you very much, I appreciate it too. >> We want to thank you for watching for Peter Burroughs, I'm Lisa Martin. You're watching theCUBE. (upbeat music)

>> live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by Ford. >> Welcome back to the Q. We air live in Orlando, Florida At Fortinet Accelerate twenty nineteen Lisa Martin with Peter Burst. Pleased to welcome back one of our alumni on ly the CEO and founder of Fortinet. Kensi. Ken, thank you so much for joining Peter and me on the Cuban. Thanks for having the Cube back at accelerate. >> Yeah, I love to be here again. Yeah, Thank you. >> So, so quick by the numbers Can Kino. This morning was awesome. Loved the music and all the lights to start four thousand attendees from forty countries. You guys now have about three hundred eighty five thousand customers globally. Your revenue and F eighteen was up twenty percent year on year. I could go on and on. Lots of partners, lots of academies, tremendous growth. Talk to us about in the evolution of security. Where are we today and why is supporting that so well positioned to help customers dramatically transform security >> First world happy to see all the partner of the cosmos were come here. And also we keep him like every year we in this program also is a great program on another side. Like I say, securities of wherever dynamic space you need to keep in landing on We see more and more people come here s o that's we'LL be happy to discuss in the new technology the new market opportunity and also the new trend on DH Also What we see is a the space is so old and I'm making Also we see a lot of people keeping come here for the training for other sins And also I love the music make make us feel young again So But I >> think one of the reasons why security is so dynamic it is you don't for example, in the server world you don't have, you know you know gangs of bad guys running around with baseball bats trying to eat your servers. In the security world, you have people trying to enable the business to be able to do more, but also people constantly trying to tear the business down. And that tension drives a lot of invention and requires a lot of innovation. How is that changing? We're driving some of the key trends and networks and network security >> Yeah, that's where like I presented this morning. Wait, You see, with more device connected, Actually motive, I Some people being connect today and eventually in few years we'LL be calm. Motive eyes on people. There also is all the five G or icy went technology you can make is connected faster, more broadly reached. And then there's a more application More data also come to the Internet. So that's all you quist tax servants. There's all additional risk We'LL have all this connection. We have all these data transfer to all these different diversity on people. So that's all security business, right? Because secure to have the address where they now walking cannot really are dresses above the connection above the speed. So we have our dressing a content layered application layer the device user layer all regionally or country lier s O. That's making the security always keeping foreign faster than the night walk in the night. He spending on the study become the biggest sector United ninety idea spending environment. That's also one time we just feel security also need a study merger convert together is not working because no longer oh now will get only kind of the speed I can activities secure, canniness and bob. They had to be working together to smart rain route. In a data, put a low risk area tow without a polluted like transfer. All this conscience on that way, see, is the two industries that emerged together. That's where Koda security driven that walk are the arson about how this kind of we see today the mobile on cloud started replacing the traditional PC, right? So about going forward, the wearable divine's all the glass and we award study replaced the mobile. You don't have the whole mobile phone the season, while they're probably in your eyes on the same piled. A smart car that's my home, the wise every single connecting way Are you walking? Like if I walking here our sins related my information on power for me so I don't have to carry innocents, so that's going for you. A few years we'LL be happy. First, security will be part of this space. How this will be going forward contrato today The mobile the cloud way also have some discussion about that one. So we need to prepare for all this because that's how fortunate being founded. That's how our culture about generation, about long career advancement. So that's where we want to make sure the technology the part already for this chance. That's what gave the use of the past benefit of leverage of connection. Same time, lower the risk >> organ has taken an approach in the marketplace of Let Me Step Back. Put it this way. We all talk about software to find everything in virtual ization, and that's clearly an important technology and important trend. Ford has taken advantage of that as well, but the stuff doesn't run. All that's offered stuff doesn't run on hamsters. It runs in hardware. Unfortunate has made taking a strategic position, and it's been a feature of your nearly twenty year history to continuously invest in hardware and open up the performance aperture. Increase the size of the bucket of that hardware. How is that? Both altered your ability to add additional functionality, get ahead of the curve relative to competition, but also enabled your ecosystem to do a lot of new and interesting things that we're not seeing on other another network security companies? >> Yeah, that's why I totally agree with you. Israeli howto unable the past ecosystem for everybody playing a space for the partners of his provider, carrier enterprise, on the photo leverage technology benefit. More broadly, Cosmo base is very important. That's where we feel like a sulfur cloud. They do study in kind of a change, a lot of sense. But you also need a balance among clothes. Suffers were important, but also the hardwork also very important. All right, so that's the hybrid. More post the power on the sulfur. Both the cloud at age both have equal equal weight. Equally important, going forward How to leverage all this post is also also kind of very important for the future growth of future trend Another So you also can see like a mission. Uh, will you have the immersive device? We'LL have some, like security applied in tow Storage in that work in small Sadie, you also need a bad lie. Security be part of it. No, just security. I don't cop as a cost of additional Whatever process are all since, But you know, once you make it secure to be part ofthe like we mentioned a security for even that Working security driven like a future like a wearable device or the other since without it will be huge ecosystem going forward. That's where is the chip technology you can. Bad. We just saw Fervor is also additional servants. We can all walk in together. So that's where we want to look at the whole spectrum. There, make sure different part all can walk in together on also different technology. No, just limiting some part of it. I make sure the faux technologists face hole. Attack service can be a poor tag. And also we can leverage for the security of the high table addition. Opinions? You know, this conducted a war. >> This is what you're calling the third generation of Security? >> Yes, there's more. You for structure security. That's the whole security compared tto first dinners and second generation is our security just secured himself right. So you don't involve with other night walking star recharge the infrastructure? No, because Because they view everything you inside the companies secure You only need a guard at the door This Hey, who has come here? Anything inside I'll find But with today all the mobile pouring on Devise all the data everywhere Go outside the company you need to make sure security for all of the data. So that's the new trend. So now the border disappeared. So it doesn't matter. You said the company or not, is no longer secure anymore because you can use the mobile, the access rights o outside. All people can also come here with data also go out. So that's where the infrastructure security neither give or imposing their work inside on points. I under the cloud of the age and all this a different device on the diversity. Why? So you're even your mobile phone? Hi! Still working together. So it's a much bigger before structure. Much bigger are traceable space. Now that's making secure, more exciting. >> Well, we have gotten used over the past twenty years of building applications that operate on somebody else's device, typically a PC or mobile phone. And we've learned how to deal with that. You're suggesting that we're actually going to be integrating our systems with somebody else's systems at their edge or our edge on a deeply intimate level and life and death level. Sometimes on that, obviously, place is a real premium on security and networking whatnot. So how does the edge and the cloud together informed changes and how we think about security, how we think about networking, >> That's where, like I think age and a cloud they each complaint. Different role, because architecture. So the cloud has a good C all the bigger picture. They're very good on the provisioning. There could archiving cloud, also relatively slow, and also you can see most of data generated and age. That's where, whether you're immersive device, all your mobile, whatever ages were we called a digital made physical, and that's all the people in Device Connect. So that's where, like a seven eighty percent data, Carrion a probably never traveled to the club. They need a processed locally. They also need have the privacy and autonomy locally and also even interactive with other eighty vice locally there. So that's what we see is very important. Both the cloud on age security can be addressed together and also celebrity of architecture, that I say the cloud is good for detection so you can see a something wrong. You can cry the information, but the age new market on the provisions, because prevention need to be really time needed back, moreover, quickly because a lot of application they cannot afford a late Nancy like where do the V I. R. Even you slow down in a microsecond. Pickle feet is the famous signals. You also see the also drive a car. If you react too slow, you may hear something right the same scene for a lot of harder. Even you. Commerce, whatever. If you not response picking out within a half second, people may drop the connection. The memos are married, so that's what the late and see the speed on DH that's making the club play there at all into all this management on their age, playing hero in a really kind on Barlow. Ladies, you're really kind reaction there. So what? That's where we see the both side need to play their role on important transposed market. You said that just a one cloud, which I feel a little bit too hard right now. Try to cool down a little bit of our same age. Also, we see a very important even going forward what I been a bad security in age >> with this massive evolution that you've witnessed for a very long time. As the head of forty nine last nearly twenty years EJ cloud. How how dramatically technology changes in such a short period of time. I'm curious. Can How has your customer conversations evolved in terms of, you know, ten years ago were you talk ng more to security professionals? And now are you talking more to the C suite? As security is fundamental? Teo Digital transformation and unlocking tremendous value in both dollars in society impact has that conversation elevated as security has changed in the threat landscape has changed. >> Yeah, they do go to the board level, the CEO level now compared to like a ten, twenty years ago. Probably gaiety people maybe see so level, because security become probably the most important part of it. Now they keep you got a high high percentage that ikey spending there because when we connect everything together, we can make all the people all this business together to be on the connection. That's where security handled up, right? So that's where we see security studying kind of more. You hope me more important now. But another side, also the space also changing over quick. So that's where we always have to learn it. Woman engaged with Cosmo partner here. That's where this event is about way keeping less into what's the issue they have, how we can help the dress. All these security really the usual. Some even be honest security. Go to like a connection you for structure, some other, like architectural design, whatever their penis model there. So that's all we're very important on. Like I said, security space we need to keep in Lenny every day. Even I spent a few hours a day to Lenny. I You don't feel ready? Can K child? Oh, they >> said, It's a very dynamic world security world. >> You have our dynamic, the knowledge base, the technology refreshed quickly. Way always had to be Len have training. That's where he also see Try to position forty Niners lending company. So that's where we all for the because training program and all the train is afraid for partner for customers. All this kind is really it's a big investment. That's where a lot of people say, Oh, how can you? You've asked more in the training. You said of all come better. You must move your marketing. I say journeys of over a long term benefit. When people get trained, they also see Hey, what's the pants technology? So that's where a lot of organization, a lot of investment, really looking for. How five years here come benefit of space can benefit. The car's my partner, so that's all we see. Training's far long time measurement see modern technology. >> So can you've talked in the keynote? You've talked in the Cube about how networking security come together on how, as they move forward, they're going in form. Or they'LL have an impact on business and have an impact and other technologies. There's a lot of technology change when you talk to network in professional or even your own employees. What technologies out there do you think are going to start impacting how security works? Micro services containers? Are there any technologies that Ford that's looking at and saying, We gotta watch that really closely and that networking professionals have to pay more attention to. I >> have to say pretty much all of them, right? So all these Michael, all this contender technology, micro segmentation, according computing, the immersion lending all this is all very important because security has deal with all this different new technology application on like it was all this a huge, competent power raised on the cost lower ball corner computer. And maybe some of the old technology may not really work any more for some additional risks. Like where the equipment can be break by cute from the computing or some moderate eventually can also kind of take over. All this country is always we tryto tryto learn, tryto tried. Okay, chop every day. Hey, that that's what I say is that's so exciting. Keep you wake up, Keep your Lenny everyday, which I enjoy. But at the same time, there's a lot of young people they probably even even better than us to catch the new technology. >> Oh, no. Oh, no, no, no. >> Yeah. Somehow, my kids can play the fool much greater than mere. That's always the way >> we want to thank you so much for joining Peter and me on the kid this afternoon for having the Cube back at forty nine. Accelerate and really kind of talking about how you guys are leading in the space and we're gonna be having more guests on from Fortinet. And your partner's talking about educate ecosystems and technology that you talked about in your keynote. So we thank you again for your time. And we look forward to a very successful day here. >> Oh, thank you. Thank you very much. You enjoy all this programme for many years. Thank you. >> Excellent. We love to hear that. We want to thank you for watching the Cube for Peter Burress. I'm Lisa Martin. You're watching the Cube. >> Thank you.

>> Narrator: Live from Orlando, Florida it's theCUBE. Covering Accelerate 19. Brought to you by Fortinet. >> Welcome back to theCUBE live from Fortinet Accelerate 2019. I'm Lisa Martin with Peter Burris. You can hear all the folks behind us on the show floor. There's about 4000 people here in Orlando from 40 different countries. We're pleased to welcome to theCUBE for the first time, Warren Small, the Senior Vice President of Transformation and Security at Dimension Data. Warren, thank you so much for joining Peter and me on theCUBE. >> Thank you for having me guys, it's a great pleasure. >> Lots of energy behind us, let's go ahead and start out so our viewers get a view of Dimension Data, who you guys are, what you do, where you're headquartered. >> Absolutely, so first and foremost, thank you again, for having me. Dimension Data, we're a part of NTT, headquartered out of London. Today we're a global organization with presence in every major country. As an organization, we have have eight billion dollars in revenue, and employ about 30,000 people. I'm from group security, I'm responsible for transforming our business to be more solutions and outcome focused. To help our clients with their digital aspirations. >> You're a general partner in the operational technology space with Fortinet. Tell us a little bit about the history of your partnership. >> Yeah, fantastic, that's a new focus area for us, absolutely, but Dimension Data has been a longtime partner with Fortinet across the entire security portfolio. We've made a significant investment today in being very intentional around partnering with Fortinet for operational technology because we believe fabric approach has a good ecosystem, as articulated by Ken and Patrice this morning, around the partners they've sought to help clients address this operational technology risk. >> One of the things, I think it was Ken talked about this morning, is this notion of how the edge is going to be distinguished by different levels of trust. A little bit of background, at Wikibon, we talk about how digital transformation is the process by which a business institutionalizes and operational it's the role in data as an asset plays in it's business. So we talk about data zones having a zone of data proximate to whatever event is going to take place. Ken talked about almost a zone of trust proximate to where an event's going to take place in OT. You're talking to an enormous number of customers about outcomes and in trying to match technology to those outcomes. How does that notion of trust being one of the primary determinants design elements for thinking about OT? >> I think incredible question, thank you so much. I think there two ways to answer the question. We have a philosophy around being secure by design, and by nature, being secure by design, there's inherent trust, because we understand the clients' business outcome. Today, we're faced with an incredible amount of innovation. I think we all want innovation, everything that we do. One of the things I keep talking to my family about is how easy my job has become through innovation. Whether that's booking an airline ticket and downloading a ticket but now we talk about the credibility of the airline. We talk about the credibility of the airline industry. We talk about the credibility of the transportation industry. It's not just the tickets. So when we're talking about the service, we're talking about the integrity of the airline. It's all those pixels that are integrated. You know, nobody talks to you today about an OT outage when your bags are delayed. Nobody's talking to you today about an airline delay because there's been some water leak. An IOT sensor has detected the water leak and now they're trying to get emergency services to come in, investigate the problem. I think that's the challenge you're faced with. Inherent in the secure by design being a philosophy with all business stakeholders, business now have an appreciation that security is no longer that fear factor. It's now an enabler of the business outcome that we want to deliver to our clients who are crying out for services. >> I might even say it's part of the brand, right? >> Small: Absolutely. >> You go back to systems theory and you talk about a competent interface And a competent interface is performance, it's trustworthy, it behaves as designed, it's monitorable, it's all those other things and in many respects as we move to a digital business, the fundamental tenant of competency is tied into how well the network retains a security profile so that the business can take on new options but serve customers the way it's expected to. >> Small: Absolutely. I like telling my colleagues is when we see some of our clients that are either in the oil and gas industry or critical infrastructure, when you go a plant, they always talk about fatalities. They always talk about how many incidents they have, it's that real. In cyber-security today, in this digital attacks, you don't see it but once you automate a system or you automate part of a plant, there could be some fatalities. I read an article recently about how you can manipulate data that says to a patient that they aren't really sick. I'm a bit torn, because if I go to a doctor, I want to be told if something wrong with me. Maybe I don't want to know, but in reality, I do want to know so I can take action. That's the challenge we're faced with today is that it's uncertainty of manipulation. This is uncertainty today because as we connect these two worlds to create better efficiencies or to provide a better service to the patient all of a sudden is it creating more risks. There are many stories I could share with you that told to me or either our clients share with us of the real life problems if an IOT device is not protected and at most times there's a device that's connected that nobody knows about. >> How do you lead that conversation about security away from fear and more to this is how we could help you stop being reactive and actually be proactive? >> Today, as a team, we talk about innovation. Today we talk about what if. We talk about the value of the way I do my job today. I'm collaborating, the other day I did a count of just a number of apps that I use to make a phone call to have a meeting with somebody. I probably have about seven and you could count the same. Whether it's vendor X or OEM Y but I have an innate level of trust that that vendor, that OEM, that's provided the application to me is trustworthy. I download it and I get on with my meeting. It's very much the same the way I communicate and collaborate with my peers, whether it's internally or externally. I no longer live with the fear that someone may steal my data because I know there's a process in place and we put mechanisms in place to make sure that critical data cannot be shared. Much the same with other aspects of technology. If we have the conversation of the value that can be derived if there is integrity. I look around me and it was interesting. I got into the elevator here and it's a pretty old elevator, right? But there's a level of trust that it was certified and that it is certified, and it's validated, that it works. That's the only trust I have, because for those that know me, I'm pretty scared of elevators. Claustrophobic, right? >> Using you as a proxy for a lot of users because Dimension Data is deep into a number of global 500 companies, global 2000 companies. Do you think executives really understand that crucial relationship between their digital business, their brand, and the role that security networking, specifically security, and secure networking will impact their brand and their business? >> I think they're starting to appreciate the impact. I think it's much in the face now. The numerous attacks that are out there. In fact, I was saying to some of my colleagues and some of my peers, on Friday morning, I was in a conference call and it was the first time I was meeting an individual and about three months before that I had spoken to his CIO, the employee's CIO, and I'd spoken to him about his challenges and I was articulating the value of his brand because they make critical components of motor vehicles. And we were talking about what if there's a malfunction. So, it then got down to this individual, and we had a conversation, and I said to him it's interesting what you shared with me, because it almost sounded like I was having a conversation with you, but you were talking to me, so that your CIO asked you to take this action. It wasn't, it's just become a business problem that's been discussed at the boardroom level. I think if you live in the US, like myself, I've now become a user of this thing called Amazon. My wife's a more frequent user myself, but we rely that a parcel is delivered at a certain time. And we rely on the fact that if Amazon tells us it's going to be shipped and you will receive it, my nine year old, he wants to have his Pokemon cards arrive on Friday, not on Saturday. So, we have to rely that there's integrity in what they are sharing with us, and that they have to rely that their partners have integrity in their systems, and they have to start demonstrating that these are secure systems. These are secure manufacturing plants. These are secure supply chain plants. >> What does that C-suite, and I'm glad you brought that question up, Peter, because I'm always curious, this can't be a conversation anymore at the network security level. >> Or just at the network security level. >> Exactly, it's so pervasive, right? From a C-suite's perspective, what are the outcomes that that CIO has to deliver back to the business. You mentioned healthcare a minute ago, and obviously that's an industry that affects every single person, whether the data is true or not, it affects all of us, but that CIO has to deliver outcomes, whether it's a hospital, or an E-commerce spender like an Amazon, has to deliver to me what their customers need. How is Dimension Data and Fortinet helping that CIO meet her or his business level objectives so the business is competitive, successful, et cetera? >> Absolutely. So a little bit about Dimension Data. We go to market with practices, so we have a digital business solutions practice, and we partner very heavily with our digital business solution's practice. We work with clients around ideation. We work with clients around how they're going to transform their business, so when we talk about smart healthcare, what does that really mean to a user? From a pharmaceutical perspective, from a hospital perspective, how does that really help? We put a number of use cases where we demonstrate to clients what's the value of providing better service to someone when they are first impacted or first injured? If we can diagnose, we can detect, and we can communicate back to be it the hospital or healthcare provider, that's the service that has high integrity. I'm going to subscribe to a healthcare provider or a healthcare practitioner that subscribes to a smart healthcare philosophy. I'm a traveling father, I'm a traveling husband, but the value for me is knowing that I'm always connected, and the services I subscribe to by providers have integrity, and that my wife doesn't have to provide the details on a continuous basis to multiple providers. I had a very emotional conversation once to an individual who shared the impact of sharing data on multiple instances with multiple providers. It wasn't that they had to share, but it was the delayed cause by having to share the information on multiple instances, and then the associated risk. I always talk about I gave you the example about sharing. We talk about, I tell my 13 year old, I say to him, what don't you want me to know about you so be cautious what you share. >> One quick question for you. We're talking increasingly about critical infrastructure, essential infrastructure. We're having more conversations in theCUBE, but it's not broadly diffusing into the general population. A lot of that, one of the reasons for that, is that people believe it's going to be unbelievably expensive. But it seems to me, and this is what I'm testing, that an investment in updating critical infrastructure so that you got better security, you got more network ability, you're using technology more appropriately, will also have the benefit that you can increase the optimization of the resources that are associated with that infrastructure. When you work with clients, do you see that kind of ameliorating trade off where yes we have to invest in these things, but there is a derivative benefit that we're going to increase the optimization of them? >> Absolutely. I'll answer that in a number of different ways. But the first one is efficiency and that's what everybody is driving towards. Can we get greater efficiency by integrating these two worlds? But as you said, what they don't realize is you can't just connect these two worlds without making sure that they are capable of being integrated and that's the first stance we take with a number of clients irrespective of the industry that they're in is what do you know and what do you think you know? Because if you have an understanding and you have a design of what needs to be enabled, what needs to be remediated, and what needs to be changed, you can move a lot faster, and you know who to engage in terms of partnerships. You know, I was talking about that example earlier. It was absolutely a case where the client knew immediately, if we connect these two worlds the devices that facilitate the connection need to be replaced. Another example was a client was implementing a software defined network for all their plants. What they didn't realize was the technology would not enable that software defined networking. So without a plan which we've been extremely intentional in building what we call a cyber-security advisory for operational technology networks is to help our clients with their design and that plan and methodology to go and execute. >> Last question in about 30 seconds, no pressure. Lot of growth, lot of potential in the market that Ken Xie, Patrice Perche talked about this morning during the keynote. What excites you about this momentum that their business growth is carrying into 2019? >> I think a number of ways to answer but 30 seconds, what I'm grateful for is how Ken Xie and Patrice articulated it. It's all about education. If we have the right people, we can move faster. Second is that there's immense value in the integration of their fabric network. We see a lot of value in the client conversations that we have today is what do we have that we can leverage? How can we make it better as opposed to replace? That'll give us the ability. Patrice mentioned a stat of 50% of organizations have unfilled roles and I think sometimes it may be greater because it depends on who we're measuring, right? And in what roles in these organizations. But the potential for us is incredible as a manage security service provider and a platform organization that we have the teamwork in Fortinet that allows us to co-invest in the platform that we are building to deliver better outcomes to our clients. >> Warren, it's been a pleasure to have you on theCUBE with me this afternoon. We're looking forward to hearing more great news from Dimension Data and Fortinet over the next year and years to come! >> Thank you so much, lovely to be here. >> Our pleasure. For Peter Burris, I'm Lisa Martin. You're watching theCUBE. (tech music)

>> Announcer: Live from Orlando, Florida it's theCUBE covering Accelerate19. Brought to you by Fortinet. >> Welcome to theCUBE's coverage of Fortinet Accelerate 2019 live from Orlando, Florida. I'm Lisa Martin with Peter Burris. Peter, it's great to be with you our third year co-hosting Accelerate together. >> Indeed, Lisa. >> So we moved from, they've moved from Vegas to Orlando, hence we did so we had a little bit of a longer flight to get here. Just came from the Keynote session. We were talkin' about the loud music kind of getting the energy going. I appreciated that as part of my caffeination (laughs) energy this morning but a lot of numbers shared from Fortinet Accelerate. 4,000 or so attendees here today from 40 different countries. They gave a lot of information about how strong their revenue has been, $1.8 billion, up 20% year on year. Lots of customers added. What were some of the takeaways from you from this morning's keynote session? >> I think it's, I got three things, I think, Lisa. Number one is that you've heard the expression, skating to where the puck's going to go. Fortinet is one of those companies that has succeeded in skating to where the puck is going to go. Clearly cloud is not a architectural or strategy for centralizing computing. It's a strategy for, in a controlled coherent way, greater distribution of computing including all the way out to the edge. There's going to be a magnificent number of new kinds of architectures created but the central feature of all of them is going to be high performance, highly flexible software-defined networking that has to have security built into it and Fortinet's at the vanguard of that. The second thing I'd say is that we talk a lot about software defined wide-area networking and software-defined networking and software-defined infrastructure and that's great but it ultimately has to run on some type of hardware if it's going to work. And one of the advantages of introducing advanced ACICS is that you can boost up the amount of performance that your stuff can run in and I find it interesting that there's a clear relationship between Fortinet's ability to bring out more powerful hardware and its ability to add additional functionality within its own stack but also grow the size of its ecosystem. And I think it's going to be very interesting over the next few years to discover where that tension is going to go between having access to more hardware because you've designed it and the whole concept of scale. My guess is that Fortinet's growth and Fortinet's footprint is going to be more than big enough to sustain its hardware so that it can continue to drive that kind of advantage. And the last thing that I'd say is that the prevalence and centrality of networking within cloud computing ultimately means that there's going to be a broad class of audiences going to be paying close attention to it. And in the Keynotes this morning we heard a lot of great talk that was really hitting the network professional and the people that serve that network professional and the security professional. But Fortinet's going to have to expand its conversation to business people and explain why digital business is inherently a deeply networked structure and also to application developers. Fortinet is talking about how the network and security are going to come together which has a lot of institutional and other implications but ultimately that combination of resources is going to be very attractive to developers in the long run who don't necessarily like security and therefore security's always been a bull time. So if Fortinet can start attracting developers into that vision and into that fold so the network, the combined network security platform, becomes more developer-friendly we may see some fascinating new classes of applications emerge as a consequence of Fortinet's hardware, market and innovation leadership. >> One of the things that they talked about this morning was some of the tenets that were discussed at Davos 2019 just 10 weeks ago. They talked about education, ecosystem and technology, and then showed a slide. Patrice Perche, the executive senior vice president of sales said, hey we were talking about this last year. They talked about education and what they're doing to not only address the major skills gap in cybersecurity, what they're doing even to help veterans, but from an education perspective, rather from an ecosystem perspective, this open ecosystem. They talked about this massive expansion of fabric-ready partners and technology connector partners as well as of course the technology in which Ken Xie, CEO and founder of Fortinet, was the speaker at Davos. So they really talked about sort of, hey, last year here we were talking about these three pillars of cybersecurity at the heart of the fourth industrial revolution and look where we are now. So they sort of set themselves up as being, I wouldn't say predictors of what's happening, but certainly at the leading edge, and then as you were talking about a minute ago, from a competitive perspective, talked a lot this morning about where they are positioned in the market against their competitors, even down from the number of patents that they have to the number of say Gartner Magic Quadrants that they've participated in so they clearly are positioning themselves as a leader and from the vibe that I got was a lot of confidence in that competitive positioning. >> Yeah and I think it's well deserved. So you mentioned the skills gap. They mentioned, Fortinet mentioned that there's three and a half million more open positions for cybersecurity experts than there are people to fulfill it and they're talking about how they're training NSEs at the rate of about, or they're going to, you know, have trained 300,000 by the end of the year. So they're clearly taking, putting their money where their mouth is on that front. It's interesting that people, all of us, tend to talk about AI as a foregone conclusion, without recognizing the deep interrelationship between people and technology and how people ultimately will gate the adoption of technology, and that's really what's innovation's about is how fast you embed it in a business, in a community, so that they change their behaviors. And so the need for greater cybersecurity, numbers of cybersecurity people, is a going to be a major barrier, it's going to be a major constraint on how fast a lot of new technologies get introduced. And you know, Fortinet clearly has recognized that, as have other network players, who are seeing that their total addressable market is going to be shaped strongly in the future by how fast security becomes embedded within the core infrastructure so that more applications, more complex processes, more institutions of businesses, can be built in that network. You know there is one thing I think that we're going to, that I think we need to listen to today because well Fortinet has been at the vanguard of a lot of these trends, you know, having that hardware that opens up additional footprint that they can put more software and software function into, there still is a lot of new technology coming in the cloud. When you start talking about containers and Kubernetes, those are not just going to be technologies that operate at the cluster level. They're also going to be embedded down into system software as well so to bring that kind of cloud operating model so that you have, you can just install the software that you need, and it's going to be interesting to see how Fortinet over the next few years, I don't want to say skinnies up, but targets some of its core software functionality so that it becomes more cloud-like in how it's managed, its implementations, how it's updated, how fast patches and fixes are handled. That's going to be a major source of pressure and a major source of tension in the entire software-defined marketplace but especially in the software-defined networking marketplace. >> One of the things Ken Xie talked about cloud versus edge and actually said, kind of, edge will eat the cloud. We have, we live, every business lives in this hybrid multi-cloud world with millions of IoT devices and mobile and operational technology that's taking advantage of being connected over IP. From your perspective, kind of dig into what Ken Xie was talking about with edge eating cloud and companies having to push security out, not just, I shouldn't say push it out to the edge, but as you were saying earlier and they say, it needs to be embedded everywhere. What are your thoughts on that? >> Well I think I would say I had some disagreements with him on some of that but I also think he extended the conversation greatly. And the disagreements are mainly kind of nit-picky things. So let me explain what I mean by that. There's some analyst somewhere, some venture capitalist somewhere that coined the term that the edge is going to eat the cloud, and, you know, that's one of those false dichotomies. I mean, it's a ridiculous statement. There's no reason to say that kind of stuff. The edge is going to reshape the cloud. The cloud is going to move to the edge. The notion of fog computing is ridiculous because you need clarity, incredible clarity at the edge. And I think that's what Ken was trying to get to, the idea that the edge has to be more clear, that the same concepts of security, the same notions of security, discovery, visibility, has to be absolutely clear at the edge. There can be no fog, it must be clear. And the cloud is going to move there, the cloud operating model's going to move there and networking is absolutely going to be a central feature of how that happens. Now one of the things that I'm not sure if it was Ken or if was the Head of Products who said it, but the notion of the edge becoming defined in part by different zones of trust is, I think, very, very interesting. We think at Wikibon, we think that there will be this notion of what we call a data zone where we will have edge computing defined by what data needs to be proximate to whatever action is being supported at the edge and it is an action that is the central feature of that but related to that is what trust is required for that action to be competent? And by that I mean, you know, not only worrying about what resources have access to it but can we actually say that is a competent action, that is a trustworthy action, that agency, that sense of agency is acceptable to the business? So this notion of trust as being one of the defining characteristics that differentiates different classes of edge I think is very interesting and very smart and is going to become one of the key issues that businesses have to think about when they think about their overall edge architectures. But to come back to your core point, we can call it, we can say that the edge is going to eat the cloud if we want to. I mean, who cares? I'd rather say that if software's going to eat the world it's going to eat it at the edge and where we put software we need to put trust and we need to put networking that can handle that level of trust and with high performance security in place. And I think that's very consistent with what we heard this morning. >> So you brought up AI a minute ago and one of the things that, now the Keynote is still going on. I think there's a panel that's happening right now with their CISO. AI is something that we talk about at every event. There are many angles to look at AI, the good, the bad, the ugly, the in between. I wanted to get your perspective on, and we talked about the skills gap a minute ago, how do you think that companies like Fortinet and that their customers in every industry can leverage AI to help mitigate some of the concerns with, you mentioned, the 3.5 million open positions. >> Well there's an enormous number of use cases of AI obviously. There is AI machine learning being used to identify patterns of behavior that then can feed a system that has a very, very simple monitor, action, response kind of an interaction, kind of a feedback loop. So that's definitely going to be an important element of how the edge evolves in the future, having greater, the ability to model more complex environmental issues, more complex, you know, intrinsic issues so that you get the right action from some of these devices, from some of these censors, from some of these actuators. So that's going to be important and even there we still need to make sure that we are, appropriately, as we talked about, defining that trust zone and recognizing that we can't have disconnected security capabilities if we have connected resources and devices. The second thing is the whole notion of augmented AI which is the AI being used to limit the number of options that a human being faces as they make a decision. So that instead of thinking about AI taking action we instead think of AI, taking action and that's it, we think of AI as taking an action on limiting the number of options that a person or a group of people face to try to streamline the rate at which the decision and subsequent action can get taken. And there, too, the ability to understand access controls, who has visibility into it, how we sustain that, how we sustain the data, how we are able to audit things over time, is going to be crucially important. Now will that find itself into how networking works? Absolutely because in many network operating centers, at least, say, five, six years ago, you'd have a room full of people sitting at computer terminals looking at these enormous screens and watching these events go by and the effort to correlate when there was a problem often took hours. And now we can start to see AI being increasingly embedded with the machine learning and other types of algorithms level to try to limit the complexity that a person faces so you can the better response, more accurate response and more auditable response to potential problems. And Fortinet is clearly taking advantage of that. Now, the whole Fortiguard Labs and their ability to have, you know, they've put a lot of devices out there. Those devices run very fast, they have a little bit of additional performance, so they can monitor things a little bit more richly, send it back and then do phenomenal analysis on how their customer base is being engaged by good and bad traffic. And that leads to Fortinet becoming an active participant, not just at an AI level but also at a human being level to help their customers, to help shape their customer responses to challenges that are network-based. >> And that's the key there, the human interaction, 'cause as we know, humans are the biggest security breach, starting from basic passwords being 1, 2, 3, 4, 5, 6, 7, 8, 9. Well, Peter-- >> Oh, we shouldn't do that? >> (laughs) You know, put an exclamation point at the end, you'll be fine. Peter and I have a great day coming ahead. We've got guests from Fortinet. We've got their CEO Ken Xie, their CISO Phil Quade is going to be on, Derek Manky with Fortiguard Labs talking about the 100 billion events that they're analyzing and helping their customers to use that data. We've got customers from Siemens and some of their partners including one of their newest alliance partners, Symantec. So stick around. Peter and I will be covering Fortinet Accelerate19 all day here from Orlando, Florida. For Peter Burris, I'm Lisa Martin. Thanks for watching theCUBE. (techno music)

>> Live from Orlando, Florida It's the que covering accelerate nineteen. Brought to you by important >> Welcome back to the Cube. Live from Orlando, Florida at Fortinet Accelerate twenty ninety nine. Lisa Martin Joining and welcoming to the queue for the first time, the CEO and president of Novy Flow. Dominique Jordan. Dominic. Great to have you joining on the Cube at accelerate. So here we are in Orlando, talking about all things cyber security. I just came from the keynote session where Fortinet was talking about how much they're innovating. What? How they're leading from a competitive perspective. What customers air saying why their security fabric is so differentiated? No, the flow is one of their security fabric ready partners. But before we talk about that, why don't you take a minute or two to describe to our audience who know the flow is and what you guys are doing in cybersecurity? >> Yeah, way We came in a little bit by accident. The cyber security. We we've been founded seven years ago, and the idea was to create the very programmable networks. It's very much in line with what we heard today on the keynote, and we became a technology leader in that field as the and software defined networking. And three, four years ago, customers started to use our product, obviously for cybersecurity application. We didn't even know about that. They don't necessarily tell us, and we spend a bit more focus into it. And over time we started to work with fortunate, for example. And now we have a developing. Is Greg relationship great solutions? Also for the for the customers. >> So one of the things that we understand from Fortinet and from all of the conversations that the Cube has globally is is that digital transformation is fundamental to every business to compete right. But as is secure transformation and security transformation, very challenging to do as businesses. And you think of any industry, financial services, retail, consumer packaged goods. As they expand digitally, so does the attack surface. So one of the things that fourteen it talks about is it's not enough anymore to have these point solutions pointed at different, you know, on Prem Cloud edge that the entire infrastructure as it's changing and they attacked services expanding has got to be protected more from an integrated perspective. This notion of the of the security fabric. Talk to us about a fabric ready partnership. What that means to know that though I know that's only in the last six months or so. So walk us through what you did to become a fabric ready partner and what it is that you in forging that are seeing in the market as challenges that you're helping to results. >> Yeah, what we see. Actually, I like to decide the defined that as a battlefield, the attacks are being waged, really, and and the band we feel is the networks of those carriers. There was a government agencies, large enterprise, etcetera, and those those companies are not really taking advantage of their position because, in fact, with the right network fabric the right tools to be able to react, they could actually be very much more powerful. So this is where we are working with forty nine to equip those customers with solutions that are much more agile, more programmable because the network is also evolving. It's not only that the attacks are broader, they also changing the nature of it is changing, and the fact that we came from a background of working at the edge of the networks mostly. Well, I wouldn't mention that before we deployed. Typically at the large tier one carriers all around the world are mentioned. A few tell Strike group, wait deployed at the Hutchison Group Young law, etcetera. And also a two of these five eyes. So government agencies that are engage in fighting these attacks. So So we come with a background of working in a decentralized approach anyway, So it was a very natural evolution. Work was done with Fortinet so far. So what we built so far together we built some integrated solutions s So far, we have two solutions that we are demonstrating two customers. The first one is to allow the large. It tends to be the larger customer fortunate that are making the transition from a in existing appliance to virtual eyes solutions. That's an area where we are very effective at helping them to scale. And those would be for customers that would have say, hundred gig of traffic or more. So we're fortunate we built a and undermanned solution. It's an integrated solution that enables those carriers to are. Those customers could be other kind of customers to gradually grow the number of the EMS that are used in real time for doing whatever Sabbath security job they have to do. And if they the demand comes down, these v EMS were released in the customer data centers. To do some other jobs like this is one of the products that we built together, and we are demonstrating. The second one is a. A feature of that is that we can process about the way this is Ah is able to scale all the way up to six point five terra bits per second. I'Ll repeat that six point five terror bits per second. This is a unheard of and this is, I think one of the interests of Fortinet is working with no visible. We already have developed not really the metal ring system, but all the O. N m features that you demand as a customer to be deployed in the real world. So so that's that. That's the base on. The second option is that we developed is a carry Great Nat again. Same idea. We can scale the Terra great net analysis up to one point six terabit per second. Former, very powerful. They're powerful solutions to meet this this raising the man which you talked about? They say this literally a wave of attacks coming more and more. >> So you mentioned some customers by name. Telstra, for example. CEO to CEO conversations tells, has been around for a long time as the organization expands digitally. And we talked about a minute ago as this the attack surface. What are some of the conversations that you're having with the scene? The C suite about security? It's not just talking to, you know, network security admits. Right? What are those conversations that you're having with the CEO in the C suite that are where they're saying these are my business problems? Dominic, help us solve these problems. >> Well, it comes to two words, basically its scale and are slow flexibility. It comes to that simple. Is this so they are struggling to see how they can cope with the especially the ones that are virtual izing because you end up. Imagine the model is that you go from a very powerful appliance and once you virtual eyes this appliance, you might end up with thirty different servers, you know, running in parallel, you have to have low balancers in front of it. That makes for a very complex and very expensive solution. So that's that's are they searching for? How can we reduce the complexity, for example, one of the advantages of our product working side by side with fortunate. Since we worked at six point five terabytes per second, we do some of the pre processing of the traffic before it hits the virtualized solution forty gate, for example. We have built some blacklist white list we can do also the load balancing. No need to install some additional law balancing can have. That is a kind of a black box I get that does all the required feature to increase the scaling off those those combined solution and the second, the second party flexibility. You got to be able to evolves your solution in time as these attacks are revolving now or product is built from bottom up, and it's built on and infrastructure typically white boxes that are running chips that are programmable by us. So the software, the NASA's it's Gone, is complemented by some very easy to use porting layers if you like. So the Fortinet solution could be easily adapted to this platform and And that's how we can achieve this kind of throughput. And in fact, I will tell to your viewers that we already have built live demos of those solutions in the Sofia anti police lab in France. The labs of Fortinet, Where were you? We're doing demos for the for customers of those solutions. >> So I'MA tell Stir, though, and you said speed and flexibility scale rather the other sailor disability scale. Inflexibility. What are some? How does my business? What am I looking to achieve? A. My looking to scale to x number of users X number of regions. How does how is that measured from, say, a Telstra's perspective as a big business impact that Novy Flow and Fortinet are helping to them to achieve? >> Yeah, the It's really all dimensions way have some challenge just by handling the raw volume of traffics. Sometimes some customers are pumping terra bits of traffic between one country and the other, so that's one. And but it's also geography because your attack and come and any anywhere in your network that the periphery or inside your network so you have to be able to in a centralized away once you detect there's an attack you have to be able to respondent and in some time, and that's how we can do with our programmable infrastructure can actually reprogrammed those air routing tables. You can take some mitigation action, for example, some of some of the bad traffic on the blacklist. If you've looked at it, perhaps you could put it on a white list for serpent of time. Don't don't look at it over and over. Just wait, maybe a little bit those kind of off measures to alleviate the load. So, in fact, it's work more intelligently with the raw volume of traffic that comes to you. So this is one of the real advantage of is the end. So after defined networking applied to a cyber security problem, >> what are some of the other industries that you are seeing that have potential to dramatically benefit from suffer to find networking in cyber security? Knowing that he d threat landscape, it is exponentially growing. Yes, we've got tools like a I and Machine Learning, which we'LL talk about later on the program today with respective forty Gar labs, for example. But of course, so do the attackers have access to utilize artificial intelligence to create even smarter attacks. But from your perspective, what are some of the other industries that are really right to take advantage of SGN and cyber security practices? >> You know, I think all industries are moving to data. There's no exception. I was talking to some guy, an interpreter in Montreuil yesterday's doing farming, but it's high tech farming with several earlier. It's all based on a I. It's all based on data, even those industry that the forming industry thing that may be so every industry will rely on data, and that means it will rely on a network, and it all comes down to the network. You gotta be able to build a cyber security network ready fabric from the bottom up so that your network is one of the key features is actually stop the attacks, and that doesn't matter in which industry you are. I think they you can think about the industry where you have vast volumes of data. They will be most likely the first one to take benefit of these. You know, we talk about countries before, and this is one such an industry, but it certainly where you process the vast amount of traffic. So they taking advantage of our technology, for example. And but I think it will be probably most of the industry will be affected by that shorter later >> and hopefully sooner rather than later, considering how fast all of these opportunities, good and bad, are growing. One of the things sporting that talked a lot about this morning during this section and some of the press releases is this growth that they've experienced growing twenty percent year on year from last year one point eight billion in revenue over three hundred eighty five thousand customers. You're one of the fabric ready partners, of which there are fifty seven. So a lot of growth, a lot of potential. What excites you as the head of no be Flo and your recent and developing partnership with Fortinet for twenty nineteen and beyond were gonna latch onto that growth trajectory. >> Absolute well, you know, when you mentioned high volume of traffic that plays to our cards. So the market is actually coming where we are way have our product runs at six for five terabytes per second, and that's today because we have a *** plans to move to twelve Tara bits and so forth. So for us, it's exciting because we feel we have the right scaling platform and the right program ability. So our customers, fortunate customers together with us can start with the existing. They're powerful platform. But should that evolved, they'LL be able to move to a new level of software new capacity gradually over time. So that's very exciting for us. >> But what about some of the announcements that came out this morning? Over three hundred new features added, for example, that's a tremendous amount of innovation since last year's accelerate. >> Yeah, well, the's features needs also have the right, I would say filtered level of data to be able to do it more efficiently. And that's where we commend we're not inside the subway Security company. We are really complimenting the product of forty nine by playing upstream and doing a pre filtering controlled by the policy management of the Fortunate, the equipment but nevertheless taking up some of the load of it so that the equipment could be more efficient. But just as an example, I read in a magazine a couple days ago that Google is building a A two hundred fifty terabyte cable between North America and Europe. Think about that. It's it's mindboggling is three time Library of Congress per second. And those are the kind of volume of data did you see coming so suddenly? Six point five terabytes per second doesn't sound so big, does it? But in fact, that's the world win today, and we're lucky it may be flow. We invested early on in the software layer that runs on top of these extremely powerful white boxes and were taking advantage of it with Fortinet. >> Gotta deliver that scale, that flexibility and his son's more and more like Speed. Dominic, thank you so much for stopping by the Cuban joining me on the program today, talking about Novy float what you're doing with Fortinet and what excites you about the year ahead >> was a pleasure, Liza. Thank you for >> mine as well. I want to thank you for watching the Cube Lisa Martin live on the Cube from Fortinet Accelerate twenty nineteen in Orlando. Thanks for watching