 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 Burris. Peter and I are pleased to welcome back to theCUBE Patrice Parish, the senior executive vice president of Worldwide Sales and Support from Fortinet. Patrice, it's a pleasure to have you fresh on the keynote stage here on theCUBE program. Yeah, well, thank you for inviting me. Yeah, it's a great opportunity. So, lots of people this morning in an energy-infused keynote starting from all this loud music that I loved that helped wake me up. So, thanks to your event team for that. About 4,000 attendees from 40 countries. You have a ton of partners here. You can hear a lot of the noise behind us. You, 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, last year we definitely, in fact, exposed our strategy in terms of the product, in terms of the go-to market, and of course how we can increase, in fact, the valuable position to our customer. It was all about the fabric and the ecosystem that we build around the fabric. So, we have been, of course, since now 12 months working hard on expanding and going, what we call, the phase two of the fabric. And when Ken went to Davos, which is the world occurring from early in January, and when we got all this, I will say, vision from Klaus Schwab, which is the chairman of the founder of the world, became from explaining that the force revolution that we're all going through, the cyber security, it's 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 technology and user that will go for this revolution. So, it's a transit. It's a transit, yeah. So, they call it the guardian. So, it's really something that if we can't, you know, 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, and we know that everything is going digital. So, it's, so that was really, and they expressed the need for, of course, the education because you need to educate and you need to, you know, increase the skilled people, especially in cyber security, as we have a huge shortfall, about 1.5 million, some, say, even 2 million for next year. The need also to work as an ecosystem. So, and for them, the ecosystem is really to see public-private collaboration, but also government, technologies, company like us. And that's, in fact, the purpose of Davos 3 to bring all these 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 ecosystem, it's all about building around, in fact, this major problem that we're facing as all the threats, 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 happens, 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 ecosystem really resonated very well for us after we was talking last year at the Accurate. And the last, I will say, Peter for the Economic Promise about, of course, education. And clearly, I was mentioning one of the engineer from the CERP, which is Nuclear Agency in Europe, Gianotti, and she said that really, of course, the problem is that with the robots, we will have a lot of, in fact, jobs that will be limited. So, they talk about 800 million. So, it's a massive number, but they see this more as an opportunity to upscale people. So, the education is really helping, of course, especially the human generation, to go and to upscale it, and especially on the cyber security because as everything is going digital, we have to secure everything. So, it's really, these business will grow much beyond what we think today. So, those three pillars, the education, the ecosystem, 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, pursuing Fortinet at such a level of discussion. So, those three pillars, education, technology, and ecosystem, of course, feel very well with all strategy that we build. And that's why I decided to share a bit this morning because it's not everybody going to such a place. And it was really resonating well in terms of the strategy and the vision we are, in fact, pursuing. So, that's a big deal. So, I want to build on something you said, and I wanted to do so, I want to paraphrase a Peter who's much smarter than I am, Peter Drucker, who observed many years ago that there's a difference in strategies between what he called value in exchange, which is a presumption that what I'm selling is valuable, and value in utility, which is a presumption that the value stems from how something's used. And that notion of partnership that Fortinet has put in place with its customers so that they can get value in utility is so crucially important. And you talked a bit this morning about the different levels of customization and how you're going to allow customers to engage you and apply technology to suit their business. Could you talk a little bit about that, especially based on your experience in the field? Yeah, so, as I mentioned, I think we, that's 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 customers. And as technology evolve, of course it's a real challenge to keep them at the level. So, because even for us internally, just to understand and be always at the top level about the new technology that we're 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 these expertise. But we don't see that the cloud, and of course there is a certain, I will say, trend about, okay, let's go direct because we don't, cloud can allow to sell direct to the customer, so you don't need their channel, 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's why we've been successful. And we even seen 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, the key message I was trying to give this morning to the partners 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 channel program will fit well with their, in fact, view, because of course we have from a vendor a certain perspective, but they have, of course, a different perspective of their size. So, what I was mentioning, the go-to market, because we see that some are very specialized on the cloud, some are specialized on the premise, so we have to define, in fact, what is the go-to market here? What kind of expertise they are, in fact, having? So, because as you see, we have very broad product offering covering, you know, from almost everything. So, from OT, IT, even embedded. 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 cars. They are not the typical or traditional partner that you see on the networking business. So, I mean, 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 requirements. So, it's really about be very close and try to have a bit of a ala 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 on level of business and then you sign. So, it's really moving away from that. But 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 cybersecurity because they are the ones that are trying to match technology to the outcomes that customers have. That leads to a question about your education programs. I got to believe that even as you're trying to educate your enterprise customers, you're also really investing in upgrading and upskilling your partnership. Talk a little bit about the relationship of education and ecosystem 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 interesting 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 NAC verification course, which we have eight level, which started 2015 and we have about now almost 200,000, in fact, certified engineer, a very large portion of those engineers come from partners. So, on this program and in fact, the initial of the program, depending on where you want to play, if it's cloud, then you will have to go for NAC4. If you want to go be on OT, it can be NAC5. So, we build in fact these 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 works and we have a lot of big team making this happen. You have to refresh constantly because it's evolving almost every day, but that's really the great value. You may have seen in the past, on the networking side, Cisco made a bit similar approach, which was very successful. And 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, advance in such a approach. And I think it's, or NAC certification is becoming a bit the standard on 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 engineer that will coming on the market in the next two or three years. So, we help them on, it's not pure, I will say, product. It's really about cybersecurity expertise that we have. And of course, we help them on understanding a bit how the 14 value can deploy on the customer. But so that aspect, and we try to target, of course, young, I will say, people going for university, but also veterans. So we had this program to bring those veterans because they also looking, we're talking about upskilling. That's a perfect example on bringing a chance to them. And I think it's high level, maybe it's a bit, you know, think that we have a high pretension, but we want of course to help on resolving the overall challenge to be an employee. So I can tell you that if you invest time and you get the certification on cybersecurity, you will never have any problem to have a job. So that's the overall idea we have behind this education and certification. And truly the partner, I will say, evolution in terms of the expertise, it's based about this anything. All right, Patrice, as we kind of get towards the end here, let's talk about outcomes. Peter mentioned that word. I know that in, 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 close a massive seven figure deal in Europe. Let's talk about outcomes that Fortinet and your partner ecosystem 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, get to new products and market faster, identify a tax and become proactive? What are some of those really key outcomes that you're proud of? I think that was part of the presentation last year. We all, I will say on this digital transformation journey, all companies, even us. So we're evolving with much more tools, much more automation. So I think every sector, whatever is public, private, company has to go for this evolution. So, and the biggest challenge is all about digital. So again, the blocking points about security. So last year, we expect about how we can help with all positioning a platform, the secret fabric, to run to this obstacle. And that was the purpose of the security transformation that we were talking last year. And I know some, even completed as relay the message, it was interesting that was part of all. So I think it's really trying to unlock this digital transformation that had business benefit because at the end is how those companies will evolve in the future, generate more profit, be more efficient, leverage, I will say, the data that they're collecting from almost everywhere, from customer, but also from the sensor. And Trump's from this to a more business intelligence. And then I will say, generate in fact, future revenue and future dollars from that. So that has been a bit the idea behind. So we definitely help on evolving and going to this digital transformation journey. And I think we had few examples, of course, as one of our customers, they're deploying worldwide on the gas station, in fact, better customer journey. So typically, of course you come, you try to make your gas and you want to be connected. And they try to increase, of course, by upsetting a lot of things. So of course you go for the coffee machine, but you can even buy many goods. So we have been deploying with our secure access, so they have a 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 fully get and the analytic tools allow them to do a business intelligence in terms of where people are moving inside the shops. And then redesign and rethink about, okay, how they move here. So that allow them, in fact, to accelerate even more business. So they decide that maybe this part doesn't work well, so let's push the other side and evolve. So that's typically the value of all this intelligence that we can grab 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 can be shared, it can be copied, it can 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. And 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're talking about 5G, we're talking about wireless. So the data is that what we want to protect because we don't want that people store your personal information or even company but it's more to protect, you want to create the asset. Yeah, we want to create the asset. And then of course, when we talk about network, it's no longer, you know, why? Of course, it's much more virtual, I will say, networks. And that's the misinterpretation and why they feel, okay, the network is moving away. No, it's not, it's even more in the future. And as Ken mentioned earlier this morning, I think the edge will become much more important in the 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 here and you need to protect. You notice when you need to go and to consolidate this in the cloud. So it's really, the edge will become a very important aspect. But it will be an hybrid. And that's what we feel as 148, we've been building in fact a 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're doing to educate partners, customers, and this tremendous potential that Fortinet is attacking. We appreciate your time. Thank you very much. We appreciate it too. Thank you. We want to thank you for watching. For Peter Burris, I'm Lisa Martin. You're watching theCUBE.