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Palo Alto Networks Enhances NextWave Partner Program

Palo Alto Networks, a globally recognized leader in cybersecurity, has recently launched an updated version of its NextWave Partner Program. This next generation program aims to significantly boost profitability for partners by focusing on artificial intelligence (AI) and platform-centered security solutions. Aligning with the industry's shift towards AI-driven capabilities, the revamped program promises to reward partners who deliver comprehensive security outcomes rather than merely transactional interactions.

Shifting Focus: From Transactions to Platformization

The evolution of the NextWave Partner Program marks a critical transition in how Palo Alto Networks engages with its partner ecosystem. The company emphasizes a move away from a transactional volume focus towards a more integrated approach, termed 'platformization.' This conceptual framework encourages partners to consolidate their customers' security measures across various platforms such as networks, clouds, and security operations centers (SOCs). By doing this, partners can reduce complexity while simultaneously tapping into high-margin service opportunities that enhances their profitability.

Features of the New Program

Available now, the updated NextWave Partner Program is designed based on valuable feedback from the global partner community and offers three key transformative benefits:

1. Enhancing Partner Margins: The program includes streamlined rebate structures that focus on Next-Generation Firewalls (NGFW) and Next-Generation Security (NGS) solutions. This is aimed at rewarding technical proficiency and encouraging partners to maximize their earnings potential.

2. Accelerating Deal Velocity: New features such as enhanced Configure, Price, Quote (CPQ) systems and automated deal registrations are introduced to minimize obstacles and hasten the sales process. Additionally, improved service delivery tools are provided to assist partners in closing deals faster.

3. Reinvesting for Growth: The program introduces a Partner Development Fund (PDF), allowing earned rebates to be reinvested into partner-led demand generation, training, and the development of tailored solutions. This strategy not only enhances competitive differentiation but also fosters faster success for joint customers.

Tailored Paths for Diverse Partners

Recognizing the diverse needs within its partner community, Palo Alto Networks provides customized paths:

• - Managed Security Service Providers (MSSPs) benefit from predictable, tiered pricing to formulate high-margin managed services.
• - Distributors receive enhanced support and governance, helping them grow managed partner services.
• - Global System Integrators (GSIs) will have a dedicated 'Global Path' that rewards their influence across multiple theaters and provides a white-glove experience, with advancements coming later this year.
• - Authorized Services (ASC APS) will have real-time deployment assistance for accurate customer implementations.

Responding to Demand with AI-Driven Solutions

Chief Partnerships Officer at Palo Alto Networks, Simone Gammeri, emphasized that the current demand for AI-based security platforms reinforces the importance of their partner ecosystem. The NextWave Partner Program uniquely rewards partners for their expertise in platformization rather than just sales transactions. This initiative is about empowering partners to create seamless and robust security frameworks that mitigate vulnerabilities for customers.

Hugues Foulon, CEO of Orange Cyberdefense, noted that the NextWave Partner Program acts as a catalyst for fostering deeper strategic collaboration between partners. By enhancing transparency and aligning incentives, it enables better customization of Palo Alto Networks’ solutions to effectively secure customers against emerging cyber threats.

About Palo Alto Networks

As a leader in cybersecurity and AI, Palo Alto Networks is committed to safeguarding the digital landscape through innovative measures. The company's comprehensive suite of AI-driven security solutions is trusted by over 70,000 organizations globally. With a focus on platformization, Palo Alto Networks aims to help clients simplify security management at scale, ultimately promoting innovation and business growth. For more information, visit www.paloaltonetworks.com.