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10 Things To Know About The $560M Palo Alto Networks-Demisto Deal

Here's a look at 10 of the biggest reasons Palo Alto Networks and Demisto came together to leverage the power of automation and deliver more immediate threat prevention and response.

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1. Acquisition Presents MSSPs, SIs With A Great Opportunity

Demisto is sold exclusively by the channel today, Arora said, and Palo Alto Networks doesn't anticipate that changing. Specifically, Arora said Palo Alto Networks plans to get more engaged and involved with its MSSP and SI partners around Demisto since they are in the best position to sell and support the product for large enterprise customers.

That's in contrast to the company's October acquisition of RedLock, where Palo Alto Networks earlier this month disclosed a SaaS Deal Referral program where partners receive a 10 percent reward for bringing RedLock opportunities to the company. Arora said the referral program is only for RedLock, and exists so the company can follow the motion of cloud providers while still compensating the channel.

"When a cloud provider – whether it's AWS, or Azure, or GCP – signs up for a program with a customer, they take them direct," Arora said. "And what we've noticed is that we have to attach our sale of RedLock to that sale. And hence, we've made a change on adaptation to our channel model specifically for that product category."


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