1. Cisco ISA500 Series Competitive Selling Against Fortinet

2. Disclaimer
Vendor data used in this documentation are collected from public domains

3. Fortinet Competing Products with ISA500
Fortigate-20C, Fortigate-40C, Fortigate-60C

4. Cisco Competitive Advantages
Better security—performance and quality
Easy of use with simplicity design
Cost saving with tested Cisco Solution Integration
Solution portfolio offerings
Rich routing and switching capabilities at its class

5. Cisco ISA500 Offers Unrivaled Security Protections
Security threats change dynamically
Threat analysis needs to keep up with the change in time
Cisco SIO—an extensive security analysis system, provides unparalleled global threat intelligence for ISA500 to prevent threats and attacks in time
Cisco SIO
Fortinet Total Research and Development Investment Is Only a Subset of Cisco SIOs
700k+ sensors all over the global
5 Billion web requests per day
35% of global traffic examined
Millions of live security data feeds collected
8 Millions of security updates
500+ security analysts (PhD’s, CCIEs)
$100M+ R&D investment within SIO
Total company R&D investment is $63M in CY11
Total number of company R&D employees is about 500 people
Source: Company 10-K Report 2011 and Wiki

6. Cisco ISA500 Offers Superior Protection Performance
Security services not just firewall are expected to be enabled on a UTM device to protect businesses from multi-threats
True performance that businesses will experience is when security services are enabled
Performance (Source: Datasheet)
Cisco
Fortinet
ISA550
ISA570
FG-20C
FG-40C
FG-60C
Firewall Throughput
200 Mbps
500 Mbps
20 Mbps
1 Gbps
VPN Throughput
75 Mbps
130 Mbps
60 Mbps
70 Mbps
Anti-Virus Throughput
50 Mbps
80 Mbps
40 Mbps
IPS Throughput
90 Mbps
135 Mbps
UTM Throughput
45 Mbps
< 20 Mbps*
< 40 Mbps*
Fortinet’s ASIC does not provide performance advantages with security services enabled
Enabling Anti-virus on Fortinet devices can drag down its performance significantly
ISA500 offers 2x UTM performance than Fortinet’s
*Derived from AV throughput

7. Cisco ISA500—Simple to Configure
Built-in configuration wizards to simplify multiple security service deployments
Many services can be configured and up and running within minutes
Fortinet
User needs to navigate through multiple pages and options to configure security services
No built-in configuration wizards
A standalone setup wizard available but…
Requires download and installation
Can only be used if admin is physically at the same location of the “to be configured” device

8. Cisco ISA500—Quick and Simple to Enable Security Services
User can enable a security service with a simple mouse click
No need to have extensive security background to deploy and secure business networks

9. Cisco ISA500 Interoperability Tested with Other Cisco SMB Product Families
Optimized for solution deployment and lower operational cost
ISA500
Example of Tested Devices:
SPA525G, SPA525G2, Cisco ASA5505, Cisco ISR 800, Cisco ASR1004, Cisco UC500, UC320, Cisco SA500, Cisco RV 42, Cisco RV82, SPA100, SPA100, Cisco 100/200/300 Switch, ESW, Catalyst 2960/3750, AP500, OnPlus

10. Simple Product Offerings and Packages Make ISA500 Easy to Adopt and Sell
Cisco
Eight product SKUs to understand, manage, and start selling
Consistent feature sets across models
“Pay as you go” management solution to start managed service offerings
As low as $250 to start manage a customer using Cisco OnPlus
Fortinet
20+ product SKUs to understand, manage, and start selling
Inconsistent feature sets across models
High upfront cost to start managed service offerings
Device management appliance starts at $6000+
Require self hosting and management

11. Cisco ISA500 Built for Simplicity—Lowering Adoption Cost and Increasing Profitability for Partners
Simplicity Design of Cisco ISA500 Reduces Time and Cost to Complete a Sale
Cisco OnPlus
Solution tested
Built-in configuration wizards
Easy to navigate
Simplified flow
Consistent features set
SMB focused features
One license to manage
Simplified SKUs $
Revenue from Sell ~
Profitability
Cost/Expense to Sell $
Support $
Maintenance
Tasks to Sell $
Deployment $
Setup $
Education Customer $
Understand Product Offering (Partner Self)
Time Spent

12. Cross-Selling Opportunities with Cisco Breath of SMB Product Portfolio
Fortinet
Primary offers security products with very limited wireless and switch product options
Switches
Wireless
Voice Gateway
100,200,300, 500 Stackable Series, Catalyst 2900, etc.
100, 300 Series
AP500, AP1100/1200
BE3000, ISR CME
SPA100/ATA, etc.
Router
IP Phone
Security
RV100, 200, ISR800, ISR1900, etc.
SPA300, SPA500, 7900, etc.
SA500, ISA500, ASAS5505, etc.
Network Management
OnPlus, CCA, FindIT, Office Manager
For Cisco partners, ISA500 offers an additional solution selling opportunity without complicating support model
For new Cisco partners, the breath of Cisco products provides growth opportunity for partners without extra efforts to develop new vendor relationship

13. ISA500 Competitive Advantages Summary
Cisco Advantages
Cisco ISA500
Fortinet Fortigate 20/40/60
Superior Internet Security Solution
Superior security threat protections by unrivaled global security threat intelligences from Cisco SIO
Higher security service (UTM) performance
Security R&D investment is only a subset of Cisco’s
It’s claimed “ASIC” performance disappears with security services enabled
Easy to Use and Fast to Deploy (Lower OpEx)
Easy to navigate, simplified setup flow
Interoperability tested with other Cisco products
“Fit” to SMB (not designed for SMB)
No built-in wizard; more steps required to set up security services
Low Cost to Adopt and Start
Simplified packaging—Eight SKUs, one license only, consistent features
Manageable by Cisco hosted cloud- based services—OnPlus/Advanced Security Services
Pay as you go pricing model with Cisco OnPlus
More SKUs to learn
Requires high upfront cost to start managed service offerings
Requires resource to host and manage its management appliance
More Growth Opportunities
Breadth of Cisco network solution portfolio for great cross-sell opportunity
Offers primary security only with few options on other technology solutions

14. Feature Level Competitive List

15. Competitive Features List
Area
Features
Cisco ISA550
Cisco ISA570
Fortigate FG-20C
Fortigate FG-40C
Fortigate FG-60C
Hardware
WAN Interface
2 (GE)
1 (GE)
LAN Interface
Up to 6 (GE)
Up to 9 (GE)
4 (GE)
5 (GE)
DMZ Interface
Up to 4 (GE) No
Wi-Fi (in Wireless Model Only)
Yes
With dual WAN on all models, Cisco ISA500 allows all its customers to have WAN redundancy and increase business availability
With DMZ support on all models, Cisco ISA500 enables its customers to setup public facing servers and/or services as needed

16. Competitive Features List
Area
Features
Cisco ISA550
Cisco ISA570
Fortigate FG-20C
Fortigate FG-40C
Fortigate FG-60C
Security Services
Web Threat Protection
Yes (Powered by Cisco Security Intelligence Operation (SIO))
Yes
Web URL Filtering
Yes (Powered by Cisco SIO)
IPS
Network Reputation Filter No
Gateway Anti-Virus
Spam Filter
Application Control
Port-Based Access Control (802.1x)
Cisco reputation-based network filter allows business to drop malicious traffic early to save device resource and improve security
Preventing authorized network access with Cisco port-based access control—great to tighten business security in Teleworker deployment scenarios

17. Competitive Features List
Area
Features
Cisco ISA550
Cisco ISA570
Fortigate FG-20C
Fortigate FG-40C
Fortigate FG-60C
Performance*
Firewall Throughput
200 Mbps
500 Mbps
20 Mbps
1 Gbps
VPN Throughput
75 Mbps
130 Mbps
60 Mbps
70 Mbps
Anti-Virus Throughput
50 Mbps
80 Mbps
40 Mbps
IPS Throughput
90 Mbps
135 Mbps
UTM Throughput
45 Mbps
< 20 Mbps
< 40 Mbps
VPN
Site-to-Site VPN Tunnel 25
100 5 20 50
IPSec VPN Client Support 10 75
250
500
SSL VPN Client No 40 60
Cisco ISA500 provides superior security performance than Fortinet’s
Cisco ISA500—great for businesses looking for speed or growth
*Performance data are based on vendor’s datasheet. The actual performance number may vary based on testing environment.

18. Competitive Features List
Area
Features
Cisco ISA550
Cisco ISA570
Fortigate FG-20C
Fortigate FG-40C
Fortigate FG-60C
Network Services
WAN Failover
Yes No
Dynamic Routing Protocol
RIPv1/v2
RIP/OSPF/BGP
Policy-Based Routing
Advanced NAT
IP to MAC Binding
LAN Switching Support
Yes (Including SPT)
Partial (VLAN Tagging Only)
Rate-Limiting (WAN)
Yes (App-Based Planned)
Yes (Support App-Based)
Traffic Prioritization— Queuing (WAN)
SP, WRR, LLQ
SP Only
Traffic Shaping (WAN)
LAN QoS (802.1p CoS/ DSCP Based)
Queuing with SP, SRR, LLQ
Queuing with SP, WRR, LLQ
Wireless QoS—802.1e (WMM)
WPS (Wi-Fi Protected Setup)
VRRP
Traffic Meter on WAN
Cisco ISA500 with rich LAN switching capabilities makes LAN networks integration easier
Cisco ISA500 with rich QoS capabilities helps to optimize voice application experience

19. Competitive Features List
Area
Features
Cisco ISA550
Cisco ISA570
Fortigate FG-20C
Fortigate FG-40C
Fortigate FG-60C
Management
Device GUI
Yes
Configuration Wizards
Additional Software Required
Centralized Management Tool
Cloud-Based Tool—OnPlus
Hardware Appliance (for Security Only)
Automatic New Firmware Detection and Alerting No
Cisco ISA500 supported by Cisco-hosted cloud management services—OnPlus, enables partners to manage entire customer’s networks, not just security devices
Cisco OnPlus with “pay as you go” pricing model makes partner to start managed service offerings easily—no upfront cost and hassle to maintain network management appliance at its premises

20. Leadership, Growth, Stability
Why Cisco?
Cisco is the market share leader in overall network appliance security market*
Cisco is the top players in multiple Magic Quadrant, including web and security**
Breadth of product portfolio in all network areas not just security
Dedicated support teams for SMB market simplifying solution supports
Company (channel strategy) and financial stability—$45B+ revenue; years in industry
Leadership, Growth, Stability
Sources: *Infonetics **Gartner MQ Report 2011

22. Cisco ISA500 Competitive Product Attributes and Advantages Highlights
Powered by Cisco enterprise grade security solutions: Cisco Security Intelligence Operations (SIO), delivering unrivaled Web and security protections
Purposed built and simplified design: Lowering learning curve, shortening deployment time, reducing operational cost, and driving up profitability
Integrated with rich routing and switching capabilities and tested with Cisco’s other SMB product families: Optimized for solution deployment and lower operational cost
Simplified packaging: Simplifies buying, selling, and maintenance of the solution
Manageable by Cisco hosted cloud management services, OnPlus and Advanced Security Services: Enable partners to manage not just security services but also the entire customer networks via one single interface
“Pay as you go” pricing model for Cisco OnPlus and “free” for Advanced Security Services: Enable partner to start managed service practice without upfront investment