Palo Alto Networks CEO: 12 Reasons We're Set To Soar In 2014

Deal Registration/Downstream Sales Are Key

The expansion opportunity is just super-compelling. From a channel perspective, we are fairly unique on this: We protect the partner. If they bring the deal in, we have very tight deal registration and they are protected on that deal with that customer [for additional downstream purchases]. As long as the customer wants to work with them, which means they have to do a good job, the impetus is on them. If the customer wants to work with them -- they are protected downstream -- all that expansion business that gets done is going to be through that partner. That is our deal with the partner. We love that. It builds tight relationships. It builds loyalty back and forth between us and the partner. All everybody has to do is keep the customer delighted. If that is the case, everybody wins.

Get a roundup of CRN's networking coverage right to your inbox with the CRN Networking newsletter.