Sydney: What makes Lacework FortiCNAPP an all-in-one solution for cloud security?
Austin: Fortinet offers a complete SaaS cloud security platform to help our customers proactively improve their cloud security posture. The biggest challenge most of our customers face is managing misconfigurations and human error, and we address this by reducing risks and vulnerabilities across application development and cloud environments. This shift-left capability is something many app developers are looking to solve and a lot of our partners are starting to expand in this area, too.
We also help customers reactively detect and remediate threats that matter within their cloud environments. Since our acquisition of Lacework, we’ve integrated our platform into the Fortinet security fabric, which allows partners to build on existing Fortinet deployments or find new opportunities they may not have considered before.
Our platform is built for scale, so whether it’s a cloud-native startup or a global enterprise focused on digital transformation, we offer solutions that fit easily into their environment.
Sydney: With so many cloud security tools available, how does Lacework FortiCNAPP make it easier for partners to deliver better outcomes for their customers?
Austin: There’s plenty of cloud security products out there, which makes it confusing to determine the best fit for partners and customers. What we do well is add AI, machine learning and generative capabilities to the platform to prioritize risks and threats that matter in specific environments.
We speed up response times and remediate issues and threats quickly, which improves security efficacy. This helps partners create go-to-market strategies that solve security operations challenges, reduce risks faster and provide better security outcomes for both partners and customers.Advertisement
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Sydney: In what ways does this platform help partners reduce costs while also improving security?
Austin: The platform is a fully SaaS offering available for purchase in various marketplaces, allowing our partners to contribute to clients’ committed spend. A lot of our customers decide they are all-in, or they decide to invest heavily in cloud platforms and create packages to buy software and solutions from CSPs.
The platform’s flexibility and ease of use mean it can be deployed very quickly, which helps our partners address additional challenges and ultimately deliver security outcomes. We also have an updated dashboard and UI that allow us to reduce risks and demonstrate client value faster than before.
Sydney: Partners are always looking for ways to boost their bottom line. What are the top ways partners can generate new revenue streams with Lacework FortiCNAPP?
Austin: The talent gap is real. Many organizations simply don’t have the resources to scale, find talent or address these challenges effectively. Partners can expand their business by building expertise within the cloud security market. This could involve any of the cloud providers, such as Amazon, Azure, Google or Oracle, all of which offer programs to build expertise.
Partners can also build services-led practices around cloud security, as well as managed practices, to help customers solve these security outcomes. This creates repeatable revenue streams and an overall happy customer environment.