Helping Partners Battle The Competition

Palo Alto Networks is talking to partners about how to win in competitive situations, Myers said. The company will be training partners specifically on how to beat different competitors – including Cisco Systems, Fortinet and Check Point Software Technologies – in competitive bids, he said.

"We're very aware of what they're trying to do in the security space," Myers said of the competition. "All of our competition is formidable. What we're trying to do is continually assess how and why we're winning against Cisco and, if there are any losses, we do a good job of understanding why. We are enabling our reps and our field teams to help partners with this."