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Palo Alto Networks Channel Chief: We're Investing Big Time In Our Partners

Todd Palmer sat down with CRN to discuss why the security vendor's partners are seeing major success, including over its competitors.

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What about partners who want to get involved? What do they do?

You're probably heard this term, we use it a lot: focus partners. ... My channel business managers, they can only actively support probably eight to 10 partners and do a really good job of providing them the resources and the help they need to be effective. There's a bunch of other partners, so we created an inside channel organization, and because they don't travel and they're on the telephone, they can support 25 to 30 partners each. It's a different level of service, ... but it's probably appropriate for the level of investment that they've made. Everybody underneath that, distribution is supporting through their resources that they have created. If you look at the growth curves, our partners ... you would expect to be the most of our time and resources on are growing faster.

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