Amplifying the Partner Base

Soderlund said he’ll be interacting with many of the same partners he knew at Palo Alto. 

“In the security ecosystem, there’s a core group of 25 to 50 partners that we all have in common. And I do have long-standing relationships of 10-20 years with partners that are Zscaler partners as well, so those relationships come over with me. And I think I have a reputation of trust and credibility with them from building programs at other companies. I think that’s where there is alignment,” he said.

When it comes to bringing in new partners to the Zscaler ecosystem, Soderlund said he does not believe in “shotgun recruitment campaigns.”

“I think it’s going to be more of a rifle focus. So specific partners that are looking to invest and to grow are the ones we’re looking for,” he said.