Palo Alto Networks unveils updates to partner programme

People holding Security sign

Palo Alto Networks (NYSE: PANW) has refreshed its NextWave partner programme with a number of updates.

Palo Alto says the changes underscore its focus on a channel-centric model, with new technical training, marketing tools, deal registration updates and pay-for-performance enhancements.

The programme will no longer be based on a theatre-based approach, but market-based, with partners achieving higher programme levels based on “market opportunity and mutual investment.”

Palo Alto says it will deliver a pay-for-performance partner profitability model in a phased approach, wherein distributors and resellers may be rewarded with rebates, incentives, and/or discounts based upon “defined parameters and the value they bring to each deal.”

The vendor is also offering a new deal registration policy that it claims simplifies the process of confirming and rewarding partner-sourced opportunities.

It’s also providing new pre-sales technical accreditation that enables partners to deliver comprehensive demos, evaluations, Application Visibility and Risk (AVR) Reports and Ultimate Test Drive (UTD) hands-on demo programmes.

Finally, the firm has updated its MobileWave channel app to bring its partner portal to the mobile user, including the addition of mobile deal registration.

“We’re continuing to invest in our NextWave programme to ensure our continued, mutual success with channel partners – together, bringing a unique next-generation approach to effectively securing enterprise customer environments throughout the world,” comments Ron Myers, VP, global channels, Palo Alto Networks.


ITPro is a global business technology website providing the latest news, analysis, and business insight for IT decision-makers. Whether it's cyber security, cloud computing, IT infrastructure, or business strategy, we aim to equip leaders with the data they need to make informed IT investments.

For regular updates delivered to your inbox and social feeds, be sure to sign up to our daily newsletter and follow on us LinkedIn and Twitter.