Palo Alto Networks: Partners Promote Managed Security Services

Palo Alto Networks, a firewall provider, has partnered with five key security and networking vendors to deliver managed security services inside their next-gen firewalls. Punit Minocha, VP of corporate and business development for Palo Alto Networks, says the company has growing relationships with BT Global Services, Solutionary, Symantec, Verizon and Dell SecureWorks (initially launched in late July 2011). Here's a closer look at the strategy.

By partnering up, Palo Alto Networks gains integration with leading security services, and the service providers get the bonus of proliferating their technology. Customers, whether they are MSPs or data center administrators, potentially gain best-in-breed combinations of firewalls and security services.

"We've been spending a fare amount of time and focus on the medium to large enterprise," said Minocha. "In most cases, these infrastructures are managed by large global partners, or a system integrator," but in recent years, large enterprises have been looking for a way to bring managed security services into their Palo Alto Network systems.

"[These partnerships are ] a big step...we've dramatically reduced the effort for an MSP to incorporate us into their infrastructure," said Minocha. Palo Alto Networks has also included web services APIs and reference implementations so MSPs can quickly provision common tasks.

Longer term, it sounds like Palo Alto Networks is striving to add more service providers to its security partner program. "All this work has become the foundation to scale things out and go after the MSP [business] on a wider scale," said Minocha.

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