谢青

谢青认为网络安全是AI安全的关键基础，防火墙是集中式在线执行点。

我们认为网络安全是AI安全最关键的基础，防火墙是企业、运营技术和混合云环境中集中的在线执行点。

原文 (en)

We believe that network security is the most critical foundation of AI security with the firewall serving as a centralized point of in-line enforcement across enterprise, operation technology and hybrid cloud environment.

谢青称Fortinet的FortiOS统一架构是独特竞争优势，使其成为增长最快的SASE防火墙厂商。

我们是业内唯一将所有关键SASE防火墙和AI安全组件构建到单一统一操作系统FortiOS中的厂商。

原文 (en)

we are the only vendor in the industry to build all the key SASE Firewall and AI Security components into a single and unified operation system, FortiOS.

谢青称本地主权SASE使Fortinet的可触达市场比纯云对手大2到3倍。

我们也是唯一同时提供易部署的本地主权SASE方案和云SASE的厂商，我们相信这使我们的可触达市场比纯云竞争对手大2到3倍。

原文 (en)

We are also the only vendor offering an easily deployable on-premise sovereign SASE solution alongside cloud SASE, which we believe give us an addressable market 2 to 3x larger than the cloud-only competitors.

谢青认为当前AI驱动的安全支出周期比疫情后更大，且未见需求放缓。

我个人认同这一轮周期比五六年前更大。当时是远程办公驱动，现在是AI建设大量基础设施，同时AI安全成为更大的关切，也推高了需求。

原文 (en)

I do feel these times are bigger than like 5, 6 years ago. And also now times more kind of work from -- remotely from home drive to some kind of supply chain, but now it's kind of AI built a lot of infrastructure kind of things there. But it's -- on the other side, AI also drive up the demand because now most recently, the AI security become a bigger concern

谢青表示受元器件成本推动的涨价已趋稳，但前景难以预测，交付周期变长。

我认为价格大概已经稳定，但还没有改善。与第一、二季度相比涨价放缓，第三季度趋于稳定，仍在缓慢上涨，但很难预测未来。

原文 (en)

I'd say the price probably stabilized, but not improved yet. I think the price increase kind of slowed down compared to the first -- Q1, Q2, Q3 kind of stabilized, but kind of not improving yet, still kind of slowly increase, but it's difficult to forecast going forward.

谢青承诺通过价格传导成本变化来维持产品毛利率不变。

我们的策略一直是保持相同的毛利率。成本上升我们就相应提价，成本下降也相应降价。

原文 (en)

Our policy -- our strategy always we want to keep in the same gross margin. And if our costs go higher, will increase accordingly. If our costs get lower, we also will decrease accordingly.

谢青称AI正发现更多漏洞，Fortinet防火墙最适合阻断相关入侵。

AI确实在发现更多漏洞，比如PHP等，我们相信我们的防火墙最适合阻止这些攻击入侵，并且有特征库可以阻断这些漏洞。

原文 (en)

there's definitely AI discovering more vulnerability, like all the PHP, some other, and we do believe our firewall in the best position to stop some of these attack intrusion, and we do have the signatures that can block some of these vulnerability

谢青预计主权加云的混合AI将是长期最佳方案，对Fortinet有利。

我们相信长期来看，主权与云结合的混合AI将是客户的最佳方案，我们在这方面有巨大优势。

原文 (en)

we do believe long term, the hybrid AI, both sovereign and also cloud combination will be the best solution for customers, which we feel we have a huge advantage.

谢青称企业内部运行开放权重模型推动了网络安全和监控需求。

我们看到更多企业在内部运行开源、开放权重模型，这也带来了监控和管理这些AI模型的额外需求，从而推高企业网络安全需求。

原文 (en)

we do see more enterprise running whether it's an open-source, open-weight model internally. And that also drive some additional demand for how to monitor and manage all this kind of AI model within the enterprise. So that's where there's more demand for enterprise network security.

谢青不认为客户会延长硬件使用周期，新威胁将推动升级换代。

我们认为客户延长设备使用年限不会成为趋势，因为新威胁和对新功能的需求将推动额外增长。

原文 (en)

we don't feel this stretching will be a trend going forward and because it's a new threat and the new demand for this function what will drive the additional growth.

谢青称SASE防火墙市场增速约16%，Fortinet增速接近其两倍。

我们认为总可触达市场当前增速约16%，而我们将继续增长得更快，上季度几乎是市场增速的两倍。

原文 (en)

we believe the total addressable market will grow about 16% in the current market growth rate. and we continue to grow faster. And last quarter, actually, we doubled -- almost doubled the market growth rate.