How challe...

Question

How challenging is it to sell against competitors in the sales department at Fortinet?

Former Employee · Accepted Answer

This question has many factors and vary based on:
- The opportunity at hand (have you shaped/influenced it or are you responding to a customer's inquiry) - outbound vs inbound
- Competitors' footprint in your city/country
- Incumbency contracts
- Current technology trends
- Your own relationships/network
- Your ability to sell

Fortinet has many competitors, but across their core portfolio (Firewall, SD-WAN, LAN, EDR) they compete with other giants such as Palo Alto Networks, Cisco, Microsoft, Zscaler, Netskope, Crowdstrike, Sentinel1, etc.

The fact that you're competing with these other giants means that there's clearly market opportunity and demand.

But the future of Fortinet will demand on their ability to innovate away from core products and keep up with market trends and leaders across categories such as Identity (Okta), SASE (Zscaler/Netskope/Palo) and DevSecOps (Lacework, Wiz, Orca, PAN).

Current Employee · Answer

The story around firewalling / sd wan / branch is killer, and SASE is really resonating with existing customers. Anything outside of the core product areas mentioned above is quite poor and a waste of time against market leaders in said areas.

Current Employee · Answer

A lot is predicted on the customer’s standards and or strategic direction. If the standard or strategy isn’t rigid, Fortinet is extremely powerful. Especially within a POC which frequently will lead to a PO.

Current Employee · Answer

Great product and can beat out competitors if given the chance.  Sometimes channel is an issue to compete as they push Cisco or Palo

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Anonymous Q&A

How challenging is it to sell against competitors in the sales department at Fortinet?