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Karl Soderlund On Palo Alto Networks' Channel DNA And Why The Company's CEO, President Are Not Trying To 'Force A Google Culture'

Soderlund dishes on new rebate opportunities for top partners, how CEO Nikesh Arora's time at Google informs his position on the channel, and whether customers will be allowed to purchase certain cloud or SaaS products directly from Palo Alto Networks.

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What type of criteria are you looking at to determine who qualifies for the rebate?

There's some flexibility in the criteria. Initially what it's going to be is there will be a volume component there, and then there will be, 'Are they selling complementary technologies? So are we looking at the endpoint and are we looking at the cloud-based technologies, as well as the firewall?' The idea here is to put together an achievable goal that we can work together and align with our strategy, and candidly align with our salesforce. This is how our salesforce is thinking about their go-to-market right now and solving the customers' needs. Because it all starts with the customer. The customers need a complete solution. It's not about just having a point product. The complexity of when you sell a point product in the endpoint, a point product in the network, and a point product in the cloud is 'how do they interoperate together? How do they support? Are there gaps in the security posture?' So now what we're saying is, 'here's a complete solution that's end to end, that can provide that, and then partners can wrap services around all of that.'

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