Palo Alto Networks Upgrades Channel Program so Partners Are ‘Enabled, Empowered and Encouraged’

By Kelly Teal Comments
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**Editor's Note: Click here for a list of recent channel-program changes you should know.**

Palo Alto Networks, which makes security platforms including firewalls and threat prevention for enterprises, on Tuesday rolled out its updated NextWave partner program.

The company wanted to further underscore its dedication to a channel-centric model, it said. To that end, there’s new technical training, as well as marketing tools, deal registration updates and a pay-for-performance initiative.

First off, Palo Alto Networks has changed its selling focus from theater-based to market-based. This means partners can attain higher program levels based on opportunity and how much money they invest.

Next, beefed-up deal registration infrastructure and policies protect partners’ opportunities. And, new pre-sales technical accreditation lets partners do demos, evaluations, application visibility and risk reports, and more.

After that, Palo Alto Networks has added mobile capabilities to its partner portal, including allowing resellers to register deals via smartphone or tablet.

Finally, Palo Alto Networks is offering a pay-for-performance partner profitability model. Resellers and distributor may earn rebates, incentives, and/or discounts, depending on criteria set by Palo Alto Networks. Pay-for-performance will be implemented in phases.

"Our channel-centric model depends on a partner community that is enabled, empowered and encouraged," said Ron Myers, vice president of global channels for Palo Alto Networks.

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