Channel Strategies for the CIO |
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The most immediate channel opportunity from the FortiScan-1000B appliance will be with existing Fortinet customers, said Jim Beaupre, CEO of FedResults, a Herndon, Va.-based Fortinet VAR.
"We can go into UTM accounts and sell more product and more services," he said.
Fortinet partners that want to penetrate Juniper Networks' UTM accounts now have a product to get in the door, said Jason Wright, product marketing manager for Fortinet. When partners talk to prospective customers about UTM, this new endpoint security product will let them start conversations with security administrators and compliance administrators as well, he said.
The appliance scans the network and identifies the resources it needs to target. VARs can deploy it in either an agent-based or agent-less mode, Wright said.
"If customers don't want to get involved with agents, the agent-less approach scans devices and identifies operating systems and patch levels," Wright said. "If deeper information is needed, the agent approach is probably more applicable."
The appliance gives Fortinet more of an end-to-end solution, Wright said.
"We're evolving into a more well-rounded company," he said.
The FortiScan-1000B appliance comes out of both home-grown and acquired technology. The agent components come out of Fortinet's acquisition of Secure Elements last year, Wright said.
The product, which will compete with offerings from Qualys, NetIQ and others, is slated to ship by the end of May. Fortinet did not disclose pricing.