Moving Beyond The Greenfield Opportunity
I'll meet with resellers and they'll say, 'We are very anxious to win greenfield opportunities with you.' And I'll say, 'Great, we are delighted with that, but what about your existing customer base?'
I say we'll take the greenfield stuff, but let me show you some numbers. I show them how many customers we are adding and the growth rates of our revenue versus everybody else. And then I tell them that it is mathematically impossible for me to show you these numbers of our relative growth, our size today because we are measured at a half-billion-dollars-plus, the growth of customers, and the relative growth rates of revenue and for you not to believe that you are losing your installed base. You don't want to disrupt that? It is impossible for you not to be losing those customers to another partner who is selling Palo Alto Networks.