Fortinet is a leading
cybersecurity company,
with 600,000 customers
and 11,000 employees.
Fortinet's a global company.
Our mission in life is to secure
the world's infrastructure,
and secure customer's digital journey.
And we provide security transformation,
as they move into the cloud.
What we've learned,
is that we want to be
where the customers are.
Customers are transforming their business,
and there's an opportunity
to also transform their buying experience.
Fortinet was an early adopter
of the commercial marketplace.
We started one product
five or six years ago.
We have over 50 different products
that can cover the entire attack surface.
What we've wanted to do
is to meet our customers
where the best customer
buying experience existed,
and that's Marketplace.
We can extend our reach,
we can improve velocity,
all while delivering a
superior customer experience.
We worked with Microsoft on
the first self-service program
through Azure Marketplace,
to create a seamless customer journey,
from awareness through to purchase.
By partnering with Microsoft,
and engaging with our joint
customers on Marketplace,
and they clearly prefer
the procurement experience of Marketplace.
Together, we're able to
provide a way to easily test,
deploy, and purchase, the
solutions and services
in a near frictionless manner.
It gives customers the chance to draw down
their Azure consumption commitment,
and reduce the overall cost.
It gives our customers the analytics
to understand how they
consume our solutions.
It's often true that the
consumption on Marketplace
starts out fairly small, but
it can grow fairly large.
We had a government agency,
very small consumption dollars,
but a significant size agency.
We reached out to our
counterparts at Microsoft,
and realized that they had
a fairly significant shift
to the cloud, that was underway.
And by engaging, we were
able to grow that business,
into many millions of dollars,
and a very satisfied customer.
Our pioneering initiative has
influenced our business model.
From a go-to-market standpoint,
this customers go through their
own digital transformation,
they expect Fortinet to also
digitize the software discovery
and procurement process.
And that is what drives
innovation in this market.