Palo Alto 'simplifies' channel program

Palo Alto Networks has updated its NextWave channel program to focus on "differentiation and specialisation, profitability and loyalty".

Palo Alto Networks Asia-Pacific channels vice president Keith Carter told CRN the company is simplifying the way it interacts with and support partners, helping them build sustainable, breach prevention-focused security practices.

"With the new updates to the NextWave channel partner program, Palo Alto Networks is aiming to enable partners to become next-generation security innovators, which will help them create deeper relationships with their customers and increase their services attach resulting in improved profitability," he said.

By analysing the practices of its most successful partners, Palo Alto Networks found the best way to help customers sift through "what’s real and what’s not" is through side-by-side technical comparisons, Palo Alto Networks senior vice president for worldwide channels Ron Myers said in a blog post.

"Our partners who have the expertise to assist in the technical evaluations by becoming next-generation security innovators create deeper relationships with their customers and are more profitable."

The vendor is offering new specialisations, including pre-sales training added to the enablement framework; comprehensive set of pre-sales, sales and post-sales individual accreditations and certifications; nine pre-sales specialisations with different levels and expertise by role, which will be foundation, associate and professional; and TRAPS advanced endpoint specialisation.

The areas of expertise will include cybersecurity, platform, endpoint, mobile, data centre, platform, cybersecurity and data centre. Partners who achieve TRAPS advanced specialisation will be granted the highest deal registration protection of up to 25 percent for one year.

In order to help partners close more deals with less cost, the security vendor is improving diamond and platinum partner margins to reward those who exceed the quarterly growth targets. There will be predictable NFR discounts based on NextWave levels, real-time reporting on the use of NFR equipment, NFR return-on-investment and proof-of-concept activities.

Palo Alto Networks has also simplified its partner framework with new silver-level requirements, diamond-level now available globally, deal registration system upgraded, new partner learning centre and renewals platform. These changes should make it easier for partners to invest and grow their businesses, according to the vendor.

Palo Alto, a US-headquartered IT security company, recently appointed Simon Green as its new vice president for ANZ.