New Direction for Palo Alto Networks

CF: Do any of the new partner program enhancements represent a first or new direction for Palo Alto Networks when it comes to working with partners?

KS: The services path is definitely a new one. I think the other side of it is, I’ll call it an enhancement versus new, but we really put focus around putting a program for our distributors, and how they can drive and increase their profitability, and we can work with them closely. If we look at the North American business, 90% of our business goes through two-tier distribution, meaning that our distributors are involved in 90% of our deals. So we are enabling and training them to support our partner base as an extended member of the Palo Alto team. So I think there’s extra focus and vision there that we’ve enhanced.

Also, there’s our cloud service providers (CSPs). We’ve announced a program for our partners to deal register CSP opportunities, which is a first. The driver behind that is so they can be recognized as the partner of record that we’re working with, and they can also be working in enhancing their relationship with the CSPs closely. The problem that we’re solving for is our partners felt like there is potentially a gap or a misunderstanding on how to work with CSPs, and we’re helping bridge that gap.