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Opportunities for MSP partners around Zero Trust Network Access

Opportunities for MSP partners around Zero Trust Network Access

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Peter Newton at Fortinet explains how partners can help customers implement zero-trust architectures that converge security and networking using Fortinet Security Fabric.

Peter Newton, Senior Director of Products and Solutions, IoT and OT at Fortinet

Managed service providers, MSPs and managed security service providers, MSSPs face an increasingly crowded marketplace. To differentiate themselves, they need to build an agile workforce and invest in the right technology. Partners need integrated security platforms that can protect their customers’ systems yet be agile enough to respond to their business needs.

The Fortinet Partner Programme provides technologies and the certifications that MSPs and MSSPs need to achieve their revenue goals. The Fortinet approach to Universal Zero Trust Network Access delivers it as part of FortiGate Next-Generation Firewall, NGFW, which protects users whether they are remote or in the office.

By offering Fortinet Zero Trust Network Access solutions, partners can help customers implement zero-trust architectures that converge security and networking. Because the solutions are part of the Fortinet Security Fabric. Partners also gain the visibility they need to provide comprehensive cybersecurity protection for all users, devices, and applications across all network edges.

Best Practices

#1 Provide education and awareness

The road to implementing a zero-trust architecture starts by providing the education and awareness that customers need. Some customers may think that zero trust is a single security product rather than an architectural philosophy.

When MSPs and MSSPs educate customers, they often can create new business opportunities at the same time. Once customers understand that a zero-trust architecture is a security framework made up of multiple products, partners can enter conversations about how their solutions can help customers improve their security posture.

Fortinet Universal Zero Trust Network Access incorporates FortiClient and FortiGate NGFWs, which integrate seamlessly with the Fortinet Security Fabric.

Partners can educate customers about how each security technology and service work together to create the overall zero-trust architecture. When partners facilitate understanding and awareness, they can work with customers to find the right solutions to meet the customer’s needs.

#2 Integrated platform

Partners often build their reputations on the services and technologies they offer. Customers look to MSPs and MSSPs to provide solutions that they cannot afford or manage internally. Partners need solutions that can provide visibility across product lines and enable protection across the environment.

The Fortinet Security Fabric provides an integrated platform with the cornerstone technology partners need. With the platform approach, MSPs obtain tightly integrated technologies that are designed to work together to provide visibility and help partners build business operations directly into their reporting, billing, and ticketing.

By leveraging the Fortinet Security Fabric, MSPs and MSSPs gain visibility into their customers’ environments across all zero-trust architecture pillars to help improve threat detection and response.

#3 High return on activities

Some customers lack a formal security strategy and may feel overwhelmed by the idea of implementing a zero-trust architecture. Although implementing a zero-trust framework is a broad initiative with many moving parts, the fundamental steps remain the same.

Zero trust is a journey and MSPs and MSSPs need to meet customers where they are. They should first provide the security fundamentals that make the most significant impact with the least effort. When partners can add value quickly, they build trust with the customer, especially those customers that are just starting out.

#4 Build trust

Although partners rely on technology, the services a partner can provide are a key differentiator. To build strong relationships, MSPs and MSSPs need to gain customer trust.

New customers struggle because they have no previous experience with the MSP or MSSP, but specialisations, through training and certifications, can provide the necessary third-party objective view. For partners, specialising and acquiring certifications can be a differentiator. A new customer may already recognise the value a given technology brings to their zero-trust initiatives, so the difference between the two service providers often comes down to experience and skill set.

Meanwhile, current customers want to know that their service providers continue to grow their skills, so they can respond to the constantly evolving threat landscape. Specialisations and certifications prove that partners are keeping their skills up to date for these customers. Partners can provide transparent, objective validation of their service team’s capabilities, which builds trust with current customers.

The Fortinet Engage Partner Programme enables MSPs and MSSPs to take advantage of our tightly integrated, highly automated, and high-performing technologies and improve their profitability by offering technical training, marketing, and sales support. With Fortinet Partner Specialisations, engineers can focus on high business demand areas, and once an organisation becomes eligible for designation as a Specialised Partner, they benefit from visibility on the Fortinet Partner Locator.

Technical benefits

  • Enables true work from anywhere
  • Brings zero trust to remote access
  • Provides consistent application access policies for users on and off the network
  • Gives users granular access to applications
  • Provides per-session verification of devices and users with ongoing, real-time verification
  • Works with existing FortiGate NGFW
  • Simplifies the transition from using a VPN

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