 Live from Las Vegas, it's theCUBE, covering AWS re-invent 2017, presented by AWS, Intel, and our ecosystem of partners. And we are live here in Las Vegas at the Sands Expo, wrapping up our coverage here. Re-invent, three days strong here going with AWS and a number of great partners within their ecosystem. One of those is Fortinet, and we're now joined by Matt Play, who is the VP of Cloud Carrier and Service Providers there at Fortinet. Thanks for joining us, Matt. Good to see you, sir. Good to be here. Thank you. Tell us a little bit about, you know, first off, what you do, as far as the company's concerned, and about your relationship with AWS. I know you're exhibiting just over our shoulder here, so this is a big week for you and for them. It's, I mean, the energy here is unlike any other event I've been to. It's fantastic. I mean, you can't even describe what this feels like. You have to really be here to really appreciate it. So it's just been, it's my first show being here, and it's just absolutely, you know, great to see all the companies sort of collaborating, people getting together and working together. So from a show perspective, I mean, it's just fantastic. So we're just happy to be a part of it, and Fortinet is, you know, doing a lot of great things with AWS. I think our synergies are really well aligned. We have a lot of commonality in our DNA and our culture and history. So, you know, we love to, we're innovators, we love technology, and we really hang our hat on that. So as a security ISV, you can see, you know, the products, that's always important, right? The products that are involved in it, but it's really about the theory or philosophy behind it that we really, I think, we look towards to accelerate our partnership. Yeah, I mean, I don't know how much boot time you spend, but I'm just always curious, it shows, you know, what's the chatter about? You know, when people come up, what are the most interested about? You know, what's been like, in your mind, maybe that overall theme or that recurring theme that you're hearing a lot from potential customers here. Yeah, it's really diverse. I mean, so it's not just one talk track, it's really a number of different points or elements or what's important. You know, you look around, you see IoT, you see DevOps, you see, you know, a number of different things that are kind of bubbling up and you saw all the announcements from AWS and Bare Metal. So that's going to change things quite a bit. So it was really surprising to see, you know, some of our announcements this week were really important. You've had a big week. We had a great week. We had some really special things that we've been working on that got announced this week. You know, Forte Sandbox is on demand now in AWS and so that we're the only sandbox available in AWS. I think that's very compelling and that's a pretty useful thing. You know, the WAF rules, that was a launch yesterday that happened and we're part of the rule set. So you can take some of our rule sets, it goes out to our ForteGuard and forces it and then finally they became a fabric partner and so what the fabric really is for us is an ecosystem of products but not only our products, it's really about working with other collaboration partners but sometimes competitors and that's okay with us because we believe that that's the only really way security is going to be effective. Yeah, we were talking before and you were explaining some of the portfolio approach that ForteNet takes to security. Yeah, we've always been talking about defense in depth as being a thing that you should do with security and really there is no like once magic silver bullet that you can use. You have to have different tools for different use cases and you've got lots of different products that all work well together but they also work well with other products which is quite interesting, that fabric concept. Could you maybe give us a bit more color on what the fabric is and some of the portfolio products are plugged in. So to your first point, we have eight products in AWS and available and it's really about creating a security stack of enforcement because one product necessarily won't do the entire job you need it to do. So we have complimentary products, we have bespoke or pointed products. So we have, like I was saying, eight that's the most out of any other security ISV in the marketplace today. So that's I think a huge competitive advantage and really why that's important is that you really need to have a single pane of glass console to look at your environments. Statistics say around 65% of organizations or enterprises will have a hybrid environment. So kind of the legacy bespoke or the legacy traditional networks and then they're going to have obviously AWS instances and it's really important for security that correlation and automation to see across your entire network and footprint that you have. So really all the products to us are all the same whether you deploy them on-premise, off-premise, in the cloud, private cloud, public cloud really doesn't matter to us. It's all the same sort of look and feel for our products. Yeah, I am hearing from all the security people both on the vendor and on the customer side that I speak to that there is a real collaboration going on in security right now. And we were talking just before we went to air that the security has just blown up in the last sort of four, five years. What used to be a bit of an afterthought is now front of mind for a lot of customers. So they're using some of the products like Fortinet to be able to say, well, I want to solve this and this is something I need to do today but I also needed to work with other things that I'm doing. So it's interesting that Fortinet's chosen to take that partnering approach and particularly with something like the old relationship with AWS with the web application firewalls that you're doing. That's a real partnership approach where you're saying, well, we do something quite well but Amazon can use this to give us access to more and more customers. Is that part of Fortinet's core way of doing things? Has that always been that kind? Yeah, I think the history and sort of DNA of Fortinet it was kind of founded on let's do it ourselves, let's build it because we believe that we can build it the best. And so kind of through the generation of that, like you said, security is one of the things that it was sort of geeky and kind of cool and sort of specific. People didn't really understand security all that well but now it's headline news and it changes market cap literally overnight, right? We see that a lot in the news and unfortunately some nasty things happen to people's information. So if you look at that, our CFO said, talked about digital trust a number of years ago and it's really, you want to do business with companies that you trust. And that's so important. So when you give your credit card information or social security number, that's important, right? You want somebody to take, I think, caution when jotting down that information, right? So for us, we saw it as a competitive advantage because how it really started for us before the fabric was threat information sharing. So we have an initiative where we work with others in the marketplace who are security vendors to share our threat data and to make that more useful for companies because really that's what's going to win and sharing and looking at the portfolio, it really goes back to our ForteGuard platform. Everything kind of points back to that as far as the threat vectors, right? Yeah, you mentioned that there have been problems. I mean, obviously there's a headline a week, right? And that's kind of the point of the question I want to get out of here with you is in a way, I think from a consumer standpoint, we're almost desensitized a little bit because I've got here another one, right? Another breach, another problem. So I mean, what kind of mindset are you fighting in terms of you can have a thousand wins but one loss or a million wins, right? But one loss, that's another headline, that's another problem and it's another barrier for you, right? I mean, how do you look at that from a philosophical approach as a company and a mindset approach as a company? That's a great question, right? And so there is kind of this, I think in the industry, there's this consensus that it's not a question of if, it's a question of when. Absolutely. And so that's, I think a little hard to stomach, right? You know, you're saying, hey look. Because you want to win them all. Right, yeah, you want to win 100% of the time and that's just the reality of life, right? Especially these, yeah. Yeah, of course, right? So, you know, of course, for us, we look at it as a layered approach, right? So, if you, I'll use a very simple analogy but I think it's sort of effective. But if you lock your front door, if you lock your windows, if you put on your alarm system, you have cameras and then ideally, you live in a gated neighborhood. They're just layers to ensure that if someone comes by to look at your environment and they go, man, that's just too hard. It's too much work. There's cameras there. I can tell they have a dog. It's way too complicated. I'm not getting into that. And that's what security really should be. Security should be a multi-layer approach that uses complementary products that coordinate and work straight together and automate and those are really important things when it comes to security and keeping the bad guys out. So, you sort of want to have this security posture that just so many layers of defense that it's very hard to penetrate. So, when someone's thinking about what they've currently got in there and like looking at the threat model that they might have and they're looking at what their risk would be at the moment, how would you help customers to evaluate, well, what should I do next? Like, we were talking with someone else on theCUBE earlier today about, okay, you need to do the basics first. So, you need to brush your teeth. How do you help customers identify what is the locking your front door? What is the I need to buy a dog? What is the I need to make sure I've got all my windows locked? So, how do you help customers figure that out? That's a great question. So, always when we talk with customers, we evaluate their environment, right? Very bespoke and sort of custom tailored, right? That's very important to understand exactly what you're trying to solve. However, just like your credit score, we believe that there should be a security competency score, right? So, it's sort of an in-depth evaluation of your network, the holistic security posture, how that looks. And so, we're now offering that and our new platform to come in and offer sort of a security threat score, if you will, to say how effective we think you are. So, I think that helps. It's like a maturity model. What's that? It's like a maturity model. Yep, yeah. Exactly. I think that's going to help a lot of people make sense out of it and there's different parameters in how we report that back to our customers. That sort of makes sense. And then we say, well, we believe these products should be the products that you choose and this is kind of security posture you have. And, you know, the reality is, is that if you're connected to the internet, you have to get out and some things need to get in. So, you just have to have that layered approach. It used to be like it was a cost decision, you know, we're back at that. Now, reputations are on the line. You said market cap as you pointed out. I mean, the risks and the exposure and the damage is exponentially worse today than it was just three, four years ago, right? I think it even seems different from like six months ago. Yeah. You know, it's really insane to think that companies could disappear based upon what happens with that information. We don't want to be the ambulance chaser, right? That's not our philosophy, but it's about being protected and it's about being, I think, you know, with security, retrospectively going back, it's not all that useful. With security, it's better to kind of take the work and do it up front. And we believe that that's what's really changing in the market, that pivot to when you design a network, security is arm in arm with networking or, you know, in this case and AWS's case, you know, how you move workloads elastically to the cloud. I mean, those are all considerations now. And I think you see that in the marketplace and AWS's launch, like we said, in the WAF rules, I think that's one step closer to really marrying security with just the function of what you're trying to do in the cloud. Yeah, and it needs to evolve over time as well. So, again, you start with the basics and then even as your business changes, like you might be completely on site today, but if you go to cloud, well, now I need to do cloud-based security things. You have to start thinking about it in a different way. So hopefully customers are looking at things and looking at the portfolio approach and saying, okay, today I might need one product, but tomorrow I'm going to need, well, I'm going to need something else. I'm going to need two or three or four. And as you say, if I've got something that works, that plays well with others, then I can make a decision yesterday that, well, actually, no, I can still use this. I don't suddenly have to throw everything that I did a year ago to throw it all away and start again from scratch. Sure, absolutely. And that's the fun of what we do. Working in technology, it moves so fast. That's why we all do it, I think, because to be close to it and to be a part of it, I mean, that's why I get up every day. It's the coolest thing we get to do, right? And so because of that, you're right. We don't even know what's going to happen in 2019, right? I mean, think about the change in just one year's time. The velocity and what we're seeing that AWS is accomplishing in short periods of time, you really need to move quickly. And that's our commitment, absolutely, as a security company. I can say, unfortunately, you're busy, right? And fortunately, you're busy, but because the risks are greater, the threats are bigger, so all the more reason for the success that you've had, obviously, and continued success, we wish you that. And thank you for being here on theCUBE. We appreciate your time. Thanks for having me. Yeah, always good to see you. That wraps up our coverage here on theCUBE for my colleague, Mr. Warren, and all of us behind the scenes. Thank you for joining us here live from AWS Reinvent in Las Vegas.