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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 are you doing to enable that and make sure you're capitalizing on that opportunity?

Probably the biggest investment I've made over the last 12 months is with our channel systems engineers to make sure that their technical folks not only understand how to utilize the technology but they know how to pitch it, demo, value prop, and are confident going out and spreading that message. ... In fact, we've doubled the number of certifications that our partners have earned in the Americas this year. On the sales side, ... we're packaging up and sitting down with our partners and helping them understand and be able to articulate that proposition from endpoint to data center to perimeter. ... In fact, we're about to kick off a road show starting in the very beginning of Q2 where we'll hit 10 major cities across the Americas and they will be like mini partner conferences. ... Our partners are flocking to it. Our partners see it as a huge growth engine for their business,... so they're willing to spend their own time and energy to get better and better at it, because they've seen it on their paychecks.

 
 
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