The 5 pillars, where they fit, and how you'll talk about them with customers.
Your customers have mature security stacks. None of them cover the AI layer.
What they have
What none of them do
The gap: Traditional tools see AI traffic as encrypted HTTPS to api.openai.com. They can allow or block. They cannot inspect what's being said, leaked, or manipulated.
The industry's most comprehensive AI security platform. Full lifecycle coverage.
They're complementary, not competing. Many customers will deploy both.
| Question | Network Intercept | API Intercept |
|---|---|---|
| Who deploys it? | NetSec / SecOps | DevSecOps / App team |
| How does it deploy? | VM-Series (familiar) | SDK / REST API / Gateway plugin |
| What does it see? | All AI traffic on the network | Specific app's LLM calls |
| What can it do? | Broad visibility, shadow AI detection | Deep inspection, custom guardrails, session tracking |
| Managed by? | SCM or Panorama | SCM only |
| When to pitch? | “We need visibility across all AI usage” | “We need to secure this specific AI app” |
Network Intercept = the play for existing NGFW customers. Same deployment, same management.
API Intercept = the play for app teams building AI products. Deeper, more granular.
“You already have NGFW protecting your network. AIRS extends that protection to AI workloads — same management console, same licensing model, new coverage.”
You're talking about SDKs, API instrumentation, CI/CD pipelines — not just firewall rules. New territory for most PS consultants and most customer security teams.
NGFW buyer = CISO / NetSec director. AIRS buyer might also be VP of Engineering, Head of AI/ML, or the platform team. New rooms, new conversations.
NGFW cycles are measured in years. AIRS features ship monthly. What you learn this week will have updates by next month. That's normal for this space.
PAN-SOFTWARE-NGFW-CR) as VM-Series. Customer buys credit pool, allocates to AIRS. No new procurement. No new PO. Same line item. Eval credits: 500 Flex Credits, same process.By Friday noon: Deployed a model from source to production. Scanned it. Protected an app at runtime. Built and secured a multi-agent system. Red teamed your own deployments. Reviewed findings in SCM. That's not a demo — that's hands-on experience you can take to a customer engagement.
Scan → Test → Protect → Secure → Discover
Same Flex Credits. Same SCM. New coverage for a new risk.
Questions before we move on?