Palo Alto Networks Targets Partner-Led Services

Palo Alto Networks has rolled out several enhancements to its NextWave Partner Program in an effort to fuel long-term growth and enable the expansion of partner-led services.

Enhancements include streamlined program levels with tiered discount structures; new partner incentives focused on deal registration, partner value, distribution value, and renewals; a new rebate for partners defined by the company as most committed; and a new deal referral that rewards partners for bringing specific SaaS opportunities to the vendor.

Other improvements include tools, training, best practices, procedures and other resources to support implementation of the company’s prevention-based architecture and cybersecurity services. Additionally, Palo Alto Networks is introducing a new dedicated Managed Services Program, and has invested in system and process automation in order to simplify the quoting and approval process.

“The demand for cybersecurity has drastically changed since we first introduced the NextWave Partner Program,” said Karl Soderlund, senior vice president, Worldwide Channels at Palo Alto Networks. “Today, our mutual customers need protection from the endpoint, across the network, and into the cloud. Organizations require the help of trusted security advisors to safely enable digital transformation, to successfully integrate cybersecurity offerings into a hybrid cloud infrastructure and secure the network from the endpoint to the cloud.”

The company claims more than 56,000 customers, including 85 Fortune 100 companies, across more than 150 countries.

Channel Impact^®
The continued growth and success of today’s technology companies is dependent on our ability to adapt to changing customer, market, and business dynamics. The partner program must not only reflect those changes, but must also provide ample opportunity and ongoing account control.