NSE 3

FortiAP
Sales Enablement

© Copyright Fortinet Inc. All rights reserved. Last Modified: 9 April 2020
Lesson Overview

Product Overview

Sales Enablement
Wireless Market Opportunity
• The wireless market opportunity is a $5.84B Market in 2020 with a 7.9% CAGR
2018 – 2023
• In addition, Fortinet currently has a relatively low market share, while large
incumbents have steadily increased their prices, instituted complex licensing
schemes, and under-delivered on value

• This is the perfect mix for Fortinet to not only ride the market growth curve, but grow
even faster than the market by taking share from slower incumbents

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What’s the value of FortiAP?
Leading analysts on customer drivers:

“Users also see a need for WAN solutions that effectively integrate
with local wireless LANs in the branch and IoT applications being
deployed. This means an opportunity of convergence and deeper
integration between the WAN and LAN platforms used in the
branches.”

Secure SD-WAN is a feature of our FortiGate

FortiAP and the wider SD-Branch solution set offers the benefit of
consolidation through the convergence of services

FortiAP (and SD-Branch in particular) includes additional hardware and

services beyond the FortiGate itself, increasing the value of the
opportunity 2 – 3 times

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Selling the Value of Security-Driven Networking
• Fortinet has a unique architecture among wireless vendors, one that is gaining in
importance.

• Security
• Fortinet is known for security, no other wireless vendor can match our pedigree nor offer a
wireless network with security integration of this level.
• Simplicity
• As attacks get more and more sophisticated, and trying to marry disparate solutions even from a
single vendor gets more complicated, we are able to position and offer a unified solution that does
not add additional management headache.
• TCO
• Fortinet does not stack large numbers of additional licenses or complex licensing schemes.
Combined with a single UI to learn and manage on a daily basis and we can offer customers
unparalleled TCO both upfront and over years of managing the tool on a daily basis.

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Distributed Enterprise

Retail K-12 Education Banking

Hospitality Healthcare

Restaurant Government
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Buyer Personas

• Primary audience. VP/Director of network engineering

• Focus on Security and Simplicity, show how a security driven network can make his or her life
easier on a daily basis

• Technical buyers/influencers. VP of IT, Security Administrator/architect, network

engineer
• Talk to FortiLink, the nature of Security Driven networking and how this is a unique solution in the
industry. When talking SD-Branch, bring up the benefits of our SD-WAN solution and how we
have all the necessary components for a complete Secure SD-Branch solution set, something
other vendors try to copy, but can’t manage.

• Business buyers/influencers. CFO, Finance/Procurement

• Stress our TCO benefit, how we can offer cost savings today and in the future

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Discovery & Qualifying Questions
• When is your next / are you planning a network refresh?

• How are you currently harmonizing security across your network environment?

• How do you currently manage the different aspects of your network? Does
complexity cause problems? Do you lack the resources, expertise to manage
multiple products?

• Do you have global security policy? How is that enforced?

• Is regulatory compliance with GDPR, HIPAA, GLBA, PCI a concern?

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Objections
• I only use best of breed technology / I see Fortinet as a security vendor only
• Fortinet is recognized in the wired and wireless Gartner magic quadrant and only four other
vendors ranked higher. In addition we are recognized as a Gartner customer choice award winner
2 years running for wired and wireless.
• Our project is only for Wireless, not for the Firewall
• Many companies are looking to reduce network complexity. Having one vendor with an integrated
platform allows you to reduce the number of contracts, shorten time to resolve issues etc. Most
enterprise vendors feature a management platform, ours is a firewall.
• We are focused only on the cloud, we do not want any hardware on site.
• There will always be a need for AP hardware at the access layer as your users will need to
connect to your network. Since you will need to deploy this equipment why not do it securely.
Fortinet does offer cloud management via FortiGate Cloud if so desired, or if there is no chance of
deploying a FortiGate, through FortiAP Cloud.
• We are short on people / resources / expertise to use or manage this type of
solution.
• Fortinet simplifies deployment and management, letting you bring new equipment online faster
and more easily. Fortinet Secure Access devices are easy to implement and manage, with a
single pane of glass to monitor and manage everything.
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Competitive

Fortinet Cisco Meraki HPE / Aruba Cisco Juniper / Mist Extreme

NGFW
Yes No No No No No
Integration

Single
Management
Limited (in
console (Wired, Yes Yes Yes No No
development)
Wireless,
Security)

TCO Low Moderate Moderate High Moderate Moderate

• For specific details please see the latest competitive battlecards on FUSE

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Customer Deal Flow Wins
 GOALS
 Update their network to include the use of SD-WAN.
 Create a more scalable network management
solution.
$256,000 Win
Anima Educação
Ânima is one of the largest private higher education CHALLENGES
educational organizations in Brazil, with about  Small networking team needing to manage a large
115,000 students in the states of Sao Paulo, Minas number of distributed sites
Gerais, Goiás, Santa Catarina, Paraná, Bahia and
Sergipe.  Offering necessary internet / networking resources
while staying compliant with Brazilian LGPD data
privacy regulations.
 Expanding campus footprints that require high
scalability from the solution
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 COMPETITION
 Cisco, HP, Dell Sonicwall
 Fortinet offered a lower TCO both in terms of
equipment cost but also ease of consolidated
$256,000 Win management

Anima Educação  Fortinet offered a comprehensive SD-Branch solution

including switches and APs
 Fortinet offered tightly integrated security with access
Data-Center
equipment to best comply with data privacy
regulations
NOC/SOC
SOLUTION
FortiGate  40+ FortiSwitches
FortiSwitch …  300+ FortiAPs
FortiAP SD BRANCH  FortiGates, FortiManager, FortiAnalyzer
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Partille Kommun
(Swedish Municipality)
$428,000 Win
Partille Kommun
Partille is a small municipality just outside of
Gothenburg in the west coast of Sweden. They have
~40,000 inhabitants of which 3,000 work for the
municipality.
Partille had been a long time Cisco user via an MSP
who were looking to refresh their branch
infrastructure. They were legally required to open an
RFI, although the intent was to replace with new Cisco
equipment.
GOALS
 Update the technology in their branches with newer
equipment that could last them until a new refresh
cycle
 Simplify management to reduce the struggles they
were having with their current solution
CHALLENGES
 Current management solution was complex and
difficult for the IT team to effectively deal with
 Needed a network solution with a low TCO to keep
the update on budget
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 COMPETITION
Partille Kommun
(Swedish Municipality)  Cisco
 Fortinet was the only vendor able to offer a single
unified management and analysis layer that included
$428,000 Win centralized firewalls and branch networking.
 Fortinet offered a vision towards SD-Branch that
would solve issues with MPLS costs and user QoE

SOLUTION
Management Center
 FortiSwitch and FortiAPs in the branches (cloud
managed in the short term, switching to SD-Branch
FortiGate 60E after branch firewall upgrade cycle)

FortiSwitch …  FortiManager & FortiAnalyzer for centralized

collection of data
FortiAP

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 FortiAP Naming Structure

FAP-U433F-A
Family Indication Number of Radios Wi-Fi Standard
<blank> - Standard Indicates the number E – 802.11ac
AP of Wi-Fi radios built F – Wi-Fi 6
U – Premium AP, into the AP Regulatory
Form Factor
dual 5GHz capable
1 – Indoor, Internal Please refer to the
Spatial Streams antenna price list for a
Indicates the number 2 – Outdoor, External complete listing
of spatial streams antenna
supported on the AP 3 – Indoor, External
antenna
4 – Outdoor, Internal
antenna 16
J – Wallplate AP
Licensing

FortiGate FortiAP Cloud FortiWLM

No additional licenses necessary Yearly per FortiAP subscription Perpetual per AP license to add
for FortiAP management. centralized RF management and
advanced troubleshooting
Yearly per FortiAP-S subscription capabilities
Total FortiAP capacity determined includes access to FortiGuard
by FortiGate model (can NOT be services on the AP
expanded)

No additional licenses to use

FortiGate Cloud

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FortiWLM
• Hardware appliance
Model Max Number of Max Number of Interfaces
Managed APs Managed
FortiGates
FWM-1000D 15000 600 4 x GE RJ45 ports, 4 x
GE SFP ports

• Virtual Machines
Model Max Number of Managed Max Number of Managed
APs FortiGates
FWM-VM 15000 600

• Licenses
Model Additional APs Licensed
FWM-NM-50-A 50
FWM-NM-250-A 250
FWM-NM-2500-A 2500
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FortiPresence

• License
Model Notes
FC-10-FPCLD-169-02-DD Per AP subscription license that gives access to 1 year of
data retention and an unlimited number of deployable sites.
Works with FortiGate or FortiAP Cloud managed Access
Points.

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Lesson Overview

Product Overview

Sales Enablement
Review
 Identify the business drivers and security challenges that
customers currently face.
 Describe the FortiAP key features.
 Identify the sales strategies for, and competitive advantages of
FortiAP