>> Narrator: Live from Las Vegas, Nevada, it's The Cube, covering Accelerate 2017. Brought to you by Fortinet. Now, here's your host, Lisa Martin. >> Hi, welcome back to The Cube. We are Silicon Angle's flagship live streaming program, where we go out to the events and we extract the signal from the noise, and we bring it right to you. We are in beautiful Las Vegas with Fortinet. Today, or this week is their Accelerate 2017 event, and we've been excited to be chatting with a lot of their folks and technology partners. Today we are joined by two gentlemen from Fortinet. First, we have John Maddison. You are the Senior Vice President of Products and Solutions. >> Indeed. >> Lisa: Hey John. >> Hi. >> Lisa: Thanks for joining us. We've got Joe Sykora who is the Vice President of America's Channels. >> Thanks Lisa. >> So guys, a lot of exciting stuff going on today. I wanted to give the viewers here who haven't had a chance to meet you guys yet, what you're both doing. John, you have a veteran. You're a veteran of over 20 years experience at telecom >> At least. >> At least 20 in IT infrastructure, security industries, you've lived in Europe and Asia and the U.S. and worked in those. Joe, you oversee quite a big channel of over 7400 America's partners and the entire channel strategy. So you guys are kind of busy. >> A little bit. >> Joe, you're probably pretty proud of this. You were named, in 2015, by CRN as one of the 50 Most Influential Channel Chiefs. >> Yes I was. >> Did you get like a button or hat? >> No, I think it's a t-shirt. >> Oh, t-shirt. >> Absolutely. >> Outstanding, so speaking of t-shirts, I have no segue there, wanted to understand, we've been talking to a lot of your folks today, as I mentioned. We talked to your CEO who was talking about this third generation of security and kind of where we are today with that. And then we talked to Drew, the CFO, who was really talking about the criticalness of trusting data. With the announcement today, maybe John I'll throw this to you, the announcement today of the new products and technologies, how are they going to continue to facilitate or enable your customers, direct or indirect to be able to trust their data? >> Yeah, so we announced the fabric last year. Today, we announced our operating system Fi.6, which is extension of the fabric. We also announced something called intent-based network security, which is the next generation of network security that Ken Xie, our founder, talked about. And then we also announced, the third thing is our new security operations solution, which brings together several products for the infosec world. So I think all of these come together to make sure that we're continuing the effort to make sure our customers are safer, that they can integrate the fabric into their infrastructure and obviously, that's very important to their brand. >> That was going to be one of the things I was going to talk about is are you seeing that you're making a difference in the brand of a customer? We were talking, before we started today, and a lot of you are familiar with some of the the big breaches, I mean, breaches are a common, daily occurrence, but when when they start happening in brands it's the consumers know who aren't in technology becomes a suddenly, can I trust this particular brand where I normally go and buy household products. So it sounds like the announcements today are really next generation leading you guys to continue to be able to deliver, not just that comfort level that your customers need in terms of we can trust our data, but also helping them improve their brand so that their customers trust their brand. >> Exactly and so, you know, the fabric has expanded in that we've expanded it across multiple now attack vectors so what used to be really focused on the core network, we can now cover email, we can now cover the web, endpoint and also, you can see some of our partners around here, we've also expanded our fabric-ready so the fabric here has several APIs, multiple APIs that allow different partners to connect into it. And so, we haven't announced it totally yet but we've got six new partners, some big companies like Cisco and HBE, actually joining our fabric-ready program to be part of the fabric. So we can cover the entire infrastructure of any company. >> Fantastic, so speaking, we'll get to that in a minute but one of the topics that's also come out today, as we've seen the evolution of security from perimeter based security in the 90s to you know, web security, cloud security. Moving towards 2020 and the fact that it's 2017, a little scary, we're pretty close to that and we're seeing this explosion and proliferation of mobile devices, of IOT devices, lot of lack of security there. As we get to that point, one of the other themes that we're hearing a lot about here today is that there is a gap in terms of of resources. What is Fortinet doing to help bridge that gap, that your customers are facing? Where it comes to, specifically, network security programs? >> So one of the programs we launched again, a couple of years ago was the Network Security Expert program, NSE, in 2016, we had over 30,000 certificates issued on NSE. It's probably one of the largest security programs, 'cause one of the big issues for customers and our partners is just the skills gap, cybersecurity. We also, actually, use a lot of those materials and assets and give them to Universities who are starting to do their programs as well. That's really essential for our partners to be trained at the lowest level in terms of the basics, but also, we've had about 40 people take part in our Network Security Eight architecture program. You can see them, these are the pins, actually, we have, which are NSE one to seven, but the NSE eight are the red ones and there's about 40 now of what we call security solution architects, who can go into companies and look at their complete infrastructure and give them an update in terms of security. >> Excellent, so want to touch on the channel, for a moment. Ken talked about the security fabric architecture, you mentioned that it was launched last year. What has been the reaction of the channel? >> Oh, it's been absolutely great. It's about mid-year last year's when we announced that. Embraced by the channel, in fact, CRN named it the security product of the year, for 2016. >> Lisa: Oh, fantastic, congratulations. >> Very proud of that. And that's actually the feedback of the channel partners. It resonates. It's creating new opportunities for our partners. Combine that with the training that John just talked about, I mean, they're armed to really just go out there and help solve all those end user programs, problems. >> Thank you, and sorry for interrupting. What are some of the main pain points that you're hearing through the channel, that customers are experiencing as we start to see big attacks have become more and more prevalent, the Dyn attack recently, DdOS being common types of attacks. As more and more things, like critical infrastructures are becoming plugged into corporate networks, and more mobile and more IOT, what are some of the pain points that your customers are experiencing, and how are they, looking to resolve and mitigate some of the challenges that they have leveraging the security fabric architecture? >> Sure, well attacks are going to happen, right. We know they're going to happen. It's how fast can you react to those attacks. And the fabric actually enarms our partners to just have intelligence on what is actionable and what's not actionable. So we're tryin' to automate that. Some of the future stuff that we're going to be doing later in the year is going to even enable them more. But it's all about simplifying it for our partners to react to what needs to be reacted to. >> Are you seeing, from an industry perspective, we were talking with Derek Menke, excuse me, about healthcare really being at the top of the at risk from an industry perspective. But in the general session today, there was a CSO panel and there was Verizon was there, Levi's was there, as well as Lazard. We saw Telefonica throughout the event today, the Steelers. Are you seeing through the channel, and maybe this is a question for both of you, are you seeing particular industries at more risk coming to you through your customers' needs or is it fairly agnostic from a security perspective? >> Yeah, I think on the channel side, obviously, everyone's at risk, right. So I think it's the value of those of the incidences is really more highlighted. So when Derek talks about healthcare, for example, dealing with people's lives is important along with you health records. So that's much more valuable than say, at the Steelers, not being able to get on the guest wifi. So I think everyone's at risk. All of our channel partners have different verticals that they go after, and it's all the same, it really is. >> Yeah, I would say the risk is pretty broad across every vertical, I mean, yes healthcare, the healthcare records are extremely valuable, but also the financial industry. You've also got industrial controls systems, for example. You've also got retail and so, I think every vertical, every industry is taking security very, very seriously. And back to your previous question about how is the fabric helping partners, I think, previously, they had to kind of stitch together a lot of point solutions themselves. I think with the fabric, it gives them an architecture or a framework. It could be mostly Fortinet gear. It could be Fortinet plus some of their other partners. It helps them put that in place across the entire infrastructure. >> You bring up a good point, John, that that was brought up a number of times today and that is the role of the CSO now being, you know, kind of think, is that guy or girl at the lead of the digital army? But that person is inheriting, we were seeing a couple of different reports, North of 25 different security technology, really kind of a patchwork environment. In that kind of situation, where now security is a board level conversation, how is Fortinet direct, and through the channel, helping that CSO? Is that a key buyer for you that you're helping to figure out, I've got this patchwork here, how do I build it into a fabric or a fabric around it? >> What we've seen, what I've experienced in the last 10 plus years in security is, I'd often go into a room and there'll be the network security people on one side of the table, and the security people on the other side of the table with the CSO and the CIO and I think, that gradually over the last three years, I've seen more cooperation. So now, when we have briefings with customers and partners, you'll see both teams together. You'll see a new role inside customers called the Security Architect, that's looking holistically longer term over the security architecture. And one of our announcements today around the security operations center is to do, just do that, bring together the SOC and the infosec world, together with the network security world. We did a demo today on stage showing that bringing together our Forti SIM, our Forti analyzer with our fabric to bring those two worlds together, because as Joe says, you know, there's a report done by Verizon on the breach report that says, within 60 seconds, you can be compromised. You've got basically 60 seconds to stop that threat and so speed is very important. So giving our partners this ability to bring together a fabric, with Fortinet gear, with our partners' gear, that provides very fast protection is very important. >> Excellent, one of the things, too, that I found interesting today was learning about what FortiGuard Labs is doing. I read over the weekend what Derek Menke's team published, the 2017 predictions. Really quite frightening. And he was on the show earlier and saying, that they're already seeing a number of these things already in play. How much more intelligent malware is getting, and the pervasiveness of the threats there. How are some of the new technologies announced today, maybe enhancing or what FortiLabs is doing from a threat intelligence perspective, is that something that was part of? >> Yeah, that's a really important area. I think the vendor community needs to do better in sharing the threat intelligence. I think, today, it's in pockets, but I think long term, it's absolutely essential that threat intelligence get shared across the whole community because, with some of the new threats coming, the machine to machine threats, the scale and the speed's going to be even more. You saw the Dyn attack last year on Ddos. That's going to be small compared to some things coming up. So I think, longer term, the fabric across the infrastructure, and then the security vendors getting together and sharing that threat intelligence so you've got a bigger view of the attack surface is absolutely essential to stop the new type of threats. >> Exactly, and as that attack surface is growing by the day. So last question, before we wrap up here, give you guys both a chance to answer. At the beginning of your fiscal year, here we are in January, what are you most excited about for the channel in 2017, for example? >> Sure, opportunity, right. For our channel partners, we've got probably one of the strongest channel partners just the overall. We're aligning, realigning with our field teams, so just the resources that all of these partners have. I think the opportunity's great, the market's great, like you said, you open up anything now, and you see, okay, it's been infiltrated, it's been hacked. So I think we're all going to have a really good 2017. >> Fantastic, John, what about you? What are you most excited for? >> I was most excited about this interview, actually, that's what I was looking forward to. >> Wow, fantastic, we'll close there. (laughter). >> No, I think it's obviously, rolling out more of our technology, integrating more of our partners, training more of our partners and helping them with their customers. >> Fantastic, well the buzz and the momentum here and also, the passion for both yourselves and your roles and your peers and your colleagues is really palpable. So I want to thank you both for joining us on the Cube today. >> Thank you. >> And we wish you the best of luck at the rest of the event. >> Thanks Lisa. >> Alright, for John and Joe, I'm Lisa Martin. You've been watching the Cube, but stick around, we'll be right back.

>> Announcer: Live from Las Vegas, Nevada; it's the theCUBE covering Accelerate 2017. Brought to you by Fortinet. Now, here are your hosts Lisa Martin and Peter Buriss. >> Hey, welcome back to theCUBE. We are live in Las Vegas at Fortinet 2017. Fortinet Accelerate 2017 I should say. I'm your host Lisa Martin. Joined by my co-host Peter Buriss. We're really excited to be here today. First time for theCUBE and we are next joined by, Drew Del Motto, who is the CFO of Fortinet. Drew, welcome to theCUBE. >> Thank you, Lisa. >> Great to have you. I really enjoyed your keynote this morning. If you weren't able to see it, very passionate, very intellectual keynote. Some of the nuggets here that I wanted to talk to you about first just to kick things off; is just sharing with us, you have over 20 years of financial management experience in network security. You said, you started as a CPA. As we look at the generation of the business economy the digital economy and also now we're at this dawn of data. Love to get your perspective on defining that to our viewers. You mentioned that data is worthless is we can't trust it. And really that it's key to business value. Can you expound upon that? How critical is data trust for an organization to achieve? >> I think it's just core to value creation because it's as simple as if you're putting information out there and you think somebody's going to get to it, then you may not put the information out there. I think I've shared a statistic where a consulting group said that there was 5X the value for data that you trust. You created more data if you trusted it and they got about 5X the data. The monetizable data, which ultimately is what drives value in the new economy. So if you look at the most valuable companies in the world, I think I mentioned Amazon, Alphabet, Google, Facebook and Microsoft. All of them cloud, mobility, analytics. They're using data in their business models to drive it, right? But you trust them, right? And that's the key point. And they feverishly, energetically protect that data. And that's why you trust your data to put it there. >> But it's not just trust the data, because one of the interesting things about data is because it can be copied, be shared, it's trust in future uses of that data. that's one of the big challenges. Not only do we have to be able to demonstrate that we have an infrastructure or a fabric of capabilities that allow us to trust data now, but also that it will allow us to change how we use the data, introduce new ways of using the data, and very quickly validate and verify that we can trust that use too. Is that true? >> Absolutely, Peter, I think that's right. And I think most companies participating in a meaningful way to the new economy, very thoughtful about what data they're looking for and how they're going to monetize that data. I think of the business models of, clearly advertising and anything that's related to advertising. Very clear to see that they need data to grow their business right. And the core is the trust of that, and they continue to do that. But then you look at the other data that's around, many people aggregate data that they use and sell back to you in some way, for location based services or personalized services. Especially in healthcare, where you see that and that's a very valuable story. And if you don't trust your healthcare data, you're probably not going to trust whatever they're trying to sell you, right? But there's a lot about of value for you personally, simply because you can improve your health. Maybe you live longer, maybe you avoid some illness that could be pretty painful. But you have to ultimately trust that, that's being used in a useful way for you and is protected, so it doesn't get in the wrong hands. >> So we think about digital business as, boils down to very simply, a digital business uses data to differentially created sustained customers. >> Drew: Fair enough. >> So, the idea then, is that I now have to start looking at my data as an asset, that can generate a return for shareholders. Generate return for customers, generate return for the stakeholders. We don't typically think of data as an asset though. As you and your peers start thinking about how to start evaluating data, or thinking about data as an asset, where are we on that journey of getting to a point where we actually look at data as something that is a source of value in and of itself and creates value in new ways? >> Peter I think it might be helpful to actually even share some numbers. 'Cause what comes to mind for me was the McKinsey study that said there was about $7.8 trillion alone generated in 2015 that's monetizing data, right? So if that data weren't there, Then, that value wouldn't be there. And that's about 10% of the global economy. That's amazing. Just think about that and you think about the companies that I mentioned earlier, the value there are about two trillion dollars of market cap right there. Clearly, the lynchpin to that is digital trust, their use of data, until you can grow it all the time. I think of it as an asset. I think that I want to have it. I want to know how to protect it. I want an architecture that's proactive. That is driven by the business, right? But complimented by a secure infrastructure, So that I know, people know, that I have digital trust. I can trust the data, right? I have to print data as a CFO, right? If my investors don't trust it, guess what? I have a problem, right? So I think it's the same way around in anything you do business wise and just think as data being the fuel of the next generation economy. Look, data's also power, not to get into politics, but think of the power of the data that the Trump campaign had in the upper Mid-West. They had some data that obviously, the other side didn't have and it was very useful for them crafting their message and getting elected. >> I think we can definitely agree, no matter what side of the fence you're on, that there was influence there from an election perspective. One of the things that I'm interested in getting your perspective on is you were talking about, in your keynote this morning, the role of the C-Suite, how it's changing. You said, "It's kind of cliche," but in the last five to seven years we've seen this either emergence of the CSO or maybe an evolution from the CSO to the CSO. And there was a panel this morning of three CSO's from AT&T, Lazard and Levi's. My ear went up wondering if I was going to hear cyber security differences based on the industry. And it really seemed, and what we've heard from some of your peers and technology partners on the show today is, it's quiet agnostic. But I'd love to get your take on, you were talking about how you view, as a CFO, data as an asset. In the role of the CSO, is this guy or gal, when it comes to cyber security, are they now on the front lines as the leader of a cooperation's digital army? Or is that digital army now maybe a little bit more broad across that C-Suite in a company that needs to trust data in order to have value? >> Great question, Lisa and it was a great panel. What I took away from it was that the CSO is very much the quarter back, right? So I think everybody plays a role, it's a team. And when they break huddle, everybody has an assignment. They look at the play they're going to call and they run it and the CSO is really taking information from everybody and rolling it together in a way to underlie the trust, making sure that they're driving towards digital trust ultimately. That's the role and they have to take input from the CEO on the business propositions, the vision. The CFO on risks and the investment profile. The CIO on how they're going to drive the business with IT, and then their role is ultimately to advise and help drive the business going forward. And make sure they're compliant. When you talk about verticals, I think it's generally agnostic. I think there are some areas where there's obviously some compliance with credit cards and financial institutions and healthcare clearly, given the information there. But generally speaking, I think it's the same all around. If they're successful, the key is to not be right themselves, but to get it right with that team. >> I love the analogy of the quarter back actually. We were talking, actually before we started this segment that there's estimates that a CSO is inheriting more than 25 different security technologies to defend and protect and remediate and we've been talking as well with some other guests, today on this show that a lot of companies now have this sort of assumed breach mentality. Can you expand a little bit more on that CSO as the quarter back. What they're inheriting and how they need to navigate through that environment in order to extract value from that data? >> Well, it's the vectors that we all hear everyday right? It's IOT, you here more mobility, more cloud and more data. And even some of the things out there just generate data, right? I think it's just an aggregation of an architecture that reflects that. There's a lot of silent business units ruling their own technology, right? And there's a lack of talent. I think that came up a lot this morning was just a complete lack of talent. There's a lot of people in college, but they don't have a lot of experience yet. So, I still think we have a dearth of talent. There's some compliance and then ultimately, you're trying to get the best architecture for the company. So, I think that's the quarterback. Really trying to bring all those conversations to the table. Help the company draft a vision that's business forward that reflects digital trust ultimately, and reflects something that's affordable and manageable. And I think you do that with an architecture, a lot of listening, I think they key is listening. Again, what I said earlier, it's not about any one person being right, it's about getting it right for the company and their customers, so they trust the data. >> That's a great message, fantastic. >> As you think about the evolution of the relationship between the CFO, who has a responsibility for risk and generating return on assets and the CSO, who is part of this new team that's going to increasingly have to think in terms of creating digital asset value. How is that relationship going to change over the next few years? >> Well, I think the new awakening, the message is that there's an opportunity for value creation. One of the things I said this morning, as a CFO, I love it when somebody brings me and investment an alternative. If they just bring me a cost, (laughing) >> That's cost and you say no. >> I take a deep breathe (chuckles) and I try not to say no, sometimes you can't control it, but really you always want to think about the business first. That's the job, right? CFO certainly. You think about your shareholders. Your trying to find them an appropriate return, the best possible return on the investment. So, it's always investment forward. Think about the investment. Does it provide the right type of return? And I don't see how anybody can argue that in this dawn of data, if you will, all the analytical opportunities out there, and the ability to drive a business with that data, and the value it creates. That trust isn't at the core and investing in that trust is a great idea. >> Also, it means, I would think, that there's going to be some experience curves associated with this process. And your ability to off the experience curves in your business is highly dependent upon how successful you are at choosing partners and laying trust in those partners so that they can do a great job of what they're doing as well. How does Fortinet tell its story to its customers, that working with us you will have a trusted partner, but also we will be providing the platform that will facilitate you being a more trusted partner? >> Well Peter, from my perspective that's an easy question. It's Fortinet's security fabric and everybody's talking about platform, but platform is like a ship with containers on it, right? You may bolt them down, but if the ship tilts they fall off. A fabric is knitted together, right? It's not a patchwork. It's not thread. it's a coat, right? It's something that you bought to protect you. And Fortinet's that security fabric reflects the breadth of product portfolio we have. It goes through the cloud, into IOT, provides the performance necessary to run the business. It doesn't create friction. It's broad, it's powerful and it's secure. And you get that transparency across the business. It updates itself automatically. It's fully integrated and it works for today and tomorrow. >> So one last question here. >> Sure. >> Drew, giving you the last word. One of the things that I also found very intriguing this morning was that you were talking about the difference between selling fear versus selling value. As we look at where Fortinet is today, and also Ken Xie the CEO did mention this morning that you got this goal as a company to become number one by 2020, which is just a few years away. What excites you about the announcements today as well as the vision of Fortinet going forward to really enable your customers and your partners to deliver the trust those customers need? >> Yeah, I think we're helping them be business forward. I think we're helping them be business first. When I look out there and I see everybody saying, "Oh the attack surface is increasing, "cyber crime, cyber criminals, somebody hacking away "in a garage in some country far away, "and they can easily do this." Those things are generally true, but what I really want to do is build an infrastructure that drives my business, so that I could participate in a big way where the economy is going and that's about data and analytics. It's like I said, it's the dawn of data. And I think we can do that in a very differentiated way and very value oriented way for our customers that no one else can do and that's Fortinet's security fabric. >> Well, what a fantastic way to end the conversation there. I love that you said how important the role of listening is. I think that's quiet an agnostic importance there. Drew Del Matto CFO of Fortinet. Thanks so much for joining us on theCUBE. >> Thank you Lisa, Thank you Peter. >> Peter: Thank you, Drew. >> And on behalf of Peter Buriss, I am Lisa Martin. You've been watching the theCUBE, stay tuned. We'll be right back. (upbeat music)

>> Live from Las Vegas, Nevada, it's theCube, covering Accelerate 2017, brought to you by Fortinet. Now, here are your hosts, Lisa Martin and Peter Burris. >> Hi, welcome back to theCUBE, SiliconANGLE's flagship show, where we go out to the events, and extract the signal from the noise. Today we are in Las Vegas. I'm your host, Lisa Martin, joined by my co-host, Peter Burris. We are with Fortinet at their Accelerate 2017 event, and we're very excited to be joined by one of the keynotes today, Patriche Perche. You are the Senior Executive Vice President of Global Sales and Support. Welcome to theCUBE. >> Thank you. >> You've got a very interesting background. You've got over 20 years of experience in the IT security industry. You manage Fortinet's global sales and support organizations. As the leader of this, you've talked about it this morning in the keynote, where 700 partners are here, and users here as well, Fortinet is in 93 countries. The theme of the event: No Limits. What does that mean to you, what does that mean to your partner, and your channel community? >> Well, definitely this event is critical for us, and for our partners. You can see in the background, there's a lot of people. We have a strong representation across the world. The theme of this event is about the new challenge that we're all facing, due to the digital economy, the rise of the IoT, the rise of the virtualization, the Cloud, whether it is public or private, all those new premise for the digital economy need to be secure, so security becomes a big enabler for the future of the digital economy. Which means, for our partners, and also for customers, security needs to be embraced at a very high level, to be able to evolve their business, so that's really a critical point. We see that the overall network security came, and the cybersecurity, came to an affliction point, where, during the last 15 years, they'd been built by adding, in fact, point solutions, reacting to threats, which led to a very complex environment. We have also another major challenge, which is the skills shortage worldwide, so they cannot choose faith about this new technical challenge, so they have to find a solution where we can automate the protection and the defense, and also build more collaboration between the communities. That's all about the team of No Limits, and also the launch of Security Fabric, which provides strong coverage, so it's very broad, we can cover all aspects, whether it's IoT, virtualization, and, of course network security. It's also fed by cybersecurity regions, because you need to have those information pulled back to the device, to be able to react on time to new threats. This information, it's also very valuable for the business, because they can return on business value, and we know that digital age will be all about data value. I think it's really a very exciting moment for our partners, and we have seen that they're growing from last year. I think we added about, roughly, 16,000 partners worldwide, so we have a big, big number now. I think it's really the time to reduce the complexity, automate, elevate, of course, the knowledge, due to the skills shortage we have, that partners has as well, and be able to enable the next age of the digital economy. >> You had a panel on the General Sessions stage this morning, of CSOs from AT&T, Lazard, and Levi's, and one of the things that that panel was talking about, what you talked about, reducing complexity, is, really, we need to talk about the complexity, right? This is really critical to protect these critical infrastructures. So, from a complexity perspective, Peter, I'd love to get your thoughts on what you've heard today so far, and what Fortinet is doing with the Security Fabric to address that complexity. >> Well, there's a couple of things that I think we need to focus on, relative to complexity, and that is that the business is complex, but then, the individual elements that are intended to make business possible, are themselves, individually, complex. And I think one of the things that Fortinet's trying to do, is say, let's reduce the complexity of the security, so that that does not become a problem or barrier to the business. Because today we have data complexity, and application complexity, and security complexity, and organizational complexity, and financial complexity, and we need to find strategic and targeted ways to reduce the complexity of individual elements of that, so that we can focus more on the complexity of servicing the customer. And I think that that's a key message Fortinet's trying to bring, is, what can we do to reduce security complexity, or networking security complexity, and data security complexity, so that we can liberate more talent to focus on the business opportunities? Is that accurate? >> Yeah, that's definitely the case. We see that, as soon as we were able to reduce this complexity, we will add value to the business. If you look from any large organization on the IT, of course, the responsibility towards cybersecurity is becoming very important on that side, at C-level. And often they try to go down to the people inside, but you cannot blame the people at the level, or whatever, they click to an email where there's an attachment, because they have to do, in fact, anyway. So the complexity and the pressure that are being putting inside the organization, has to be reduced, and that's the purpose of building a system with people, knowledge, data, that can react on real-time. That's really the value of the Security Fabric we develop. >> So, it used to be that, as an ex IT guy, it used to be that the security team was the Office of No. No, you can't do that; no, we won't let you do that. And there used to be this strong trade-off between was the initiative going to be secure, and how long did it take to actually execute? I hear you saying, and I want to just confirm this, is that, now we're working on how we can collapse the time between opportunity and execution, by making security go away as a barrier. Have I got that right? >> Yeah, exactly. I think the behavior of the some of the people in charge of security in the last 10 years was... They have to face new problems, new threats, and then, typically they have both the simple solution, and then... We landed with almost 35 different vendors into the security environment, and they are not talking all together. In fact, that's just increase the complexity. They land into situation where they recognize those don't work anymore, and that's, in fact, increase, potentially, the risk, because there is so much hold on the system. The fact that the knowledge that they had, in fact, is becoming more spread across the entire organization, is also a big evolution in terms of the mentality. >> Let's build on that, Patrice, because today, most of the threats take a long to develop, they're very sophisticated. So, someone will access, or will acquire access, to a particular system, that may not be very valuable, but they'll use that to get access to another system, and they'll use that to get access to another system, and if the business doesn't have a fabric, as you say, that's cognizant, or aware, of how all of these different elements play together, then you are facilitating someone being able to move through... Not detect, as they try to move, and that increases the likelihood that a company has a problem. So, it sounds as though it's increasingly important that you think in terms of a fabric, that is capable of observing how people are getting in here, trying to get in there, and has awareness of how the different security infrastructures actually work together. >> Yeah, definitely, I think one of the critical points about security is knowing. So, you have to know whatever the people, you have to know whatever of kind device, where they are, because we know today that it's not limited to a country. Cybersecurity is about world attack, so we see a lot of attack coming from foreign countries. You have to build a system that can collect those information, react on time, and, I think, the different components, they are working together, because often the threats can come from email attachments. It can be a different approach, or a IPS attack, or DDOS attack. But because those threats are always combined in the system, so you cannot detect at the email, so potentially they will be going through the system, and result in a system that communicates all together, and you don't know that this IP address has been already flagged as potential problems, while the email is going through. It's all about having the system, they are automated, and be able to have this global view. I think this is a very important aspect, because it's not just US-centric attack, and be able to quickly provide the value to the decision maker, because we have also less people on the Security Operations Center, due to the lack of skill, the skills shortage. The information has to go to these people in a very efficient way, and already highlight the importance of the attacks, whatever they are. That's how we can really reduce the time to detect, and reduce the time to act. >> You both mentioned a skills shortage, and that was actually mentioned in the keynote of the general session this morning. Is it the expectation, of Fortinet and your partners, that it has to be technology that's going to solve for that skills shortage? >> Yeah, I think we participate also, to try to resolve part of the skill shortage. We have launched, what we call, the NSE program, which is a certification that we launched, and we had about 60,000, right now, certified engineers in the world. In fact, just last year, we had about 34,000, so it has been growing fast. But we see there is a big requirement about acquiring this knowledge, which is becoming very complex, because every month, you have a new system you attack, so you have to be trained almost ongoing. And the level of the expertise is very high, so it's not like 20 years ago, where a firewall just blocking a system, so, easy to understand, easy for an engineer to understand, like people doing networking management. Security is much more complex. That requires ongoing training and knowledge transfer, to keep the people at the highest level. >> So one of the things, Peter, you and I were talking about, is that the security conversation is a board-level, boardroom conversation. From a partner community perspective, are you seeing, within the partner and the customer base, that there is now an expectation that, we're already compromised, we've got to now limit damage? Is that a broad expectation that most companies and industries have today? >> Yeah, definitely, I think the people... The company recognize that, anyway, they are being attacked, there is an issue. The role of the CSO inside a company is becoming very important. It's a kind of business enabler. It's not just a compliance answer, where before, they was there just to check the box on SOX compliance, or SCADA. So now they have to help the other business unit managers to run the company, and to transform the company to the digital age. >> Yeah, let me build on a couple of points that are being made here very quickly. First off, going back to the question of, is technology crucial? The digital business means that there will be greater demands on the security capabilities of the business. We cannot expect most business people to become smart about security, because this is very technical, hard stuff. We have to, therefore, make that capability more productive, and the only way to do it, is through technology. And that has become... The board is now aware of that, that the board recognizes, most boards recognize, that security in a digital world is a strategic business capability. It's tied to your brand, it's tied to your products, it's tied to the promises you're making to the marketplace. And, to your point, Lisa, they also recognize that they are constantly under attack, that there are intrusions, and the need is to limit those intrusions, by taking a system approach to it. And so, this notion of a platform is really, really crucial to delivering on what the board needs: a set of realistic, strategic security capabilities, that the business can count on. >> Yeah, definitely, and I think, you may have learned this morning, one of our customers, a big financial bank in the US, which implemented, in fact, the fabric, in fact, and it has been able to measure the reduction of internal threats, which was, one of the auditors said, "What's happened? Your system's networking?" In fact, it was the benefit of implementing the fabric. So, definitely, they recognized there is an ongoing problem inside the network, because, as we also say last year, it's no longer just the... You have to protect the perimeter. The threats come from inside, can be from employees. We also, with the fabric, we are able to create, what we call, internal segmentation, so, try to protect the data where they are, as the closest, and then also look about who is accessing to the data, and then flag to the relevant people if there is anomaly, and normal activity around those access of the data. Because as this evolution, the value is all about the data, so we have to protect the data, and that's the challenge of the system, so it's complex. That's also require collaboration. We do collaborate with cert companies, so we exchange. We're also the alliance founder for the cyber threats community. And we also expand our fabric, because we feel that the Security Fabric will be at the heart of the security strategy. And then, because security has to talk about application, about networks, you go inside all the system. So we build this fabric-ready program, and onboard a lot of other vendors, and that's the value for our customers as well, because then we can automate it, the security, and potentially the rules that need to be implemented after an attack, going to, potentially, the network device. So, it's just a team effort. I don't think that, Fortinet by themself, we can resolve the problem. It's combination of knowledge, people, other peers in the industry, and then we can really try to go against the threats that we know. Your life's always a chase. >> So, here we are, last word, giving, Patrice, to you, at Accelerate 2017. Great buzz here, you can hear and see it behind us. 700 partners here, end users. The announcement that came out today, what excites you most about this new year, this 2017, for Fortinet, and being able to help customers truly transform to a digital business, and trust their data? What's most exciting to you? >> Well, I think it's definitely, we all... There is a lot of feedback where we feel that, what we built in the last 16 years, in terms of technology, came through a very strong value proposition today. That's moving so fast, and there is only few vendor, in fact, on this standards, that they can do it; in fact, we feel that we are the only one on the security space. That's the echo I got from both the end user, but as well, the partner, you can see they are growing fast. So, yes, good promise for '17, and as you say as leader, of course we are expecting a great result. >> Excellent, Patrice Perche, thank you so much for joining. Peter, and thank you for joining as well. We thank you for watching theCUBE. We are live at Fortinet's Accelerate 2017, and we'll be right back. (electronic music)