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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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How well do you feel partners are aligned with the Palo Alto Networks strategy today?

I would say we're very well aligned. I don't think there are any areas of misalignment. There's just opportunities for greater alignment as we move forward. So if you think about it, there's three areas within an IT infrastructure that need to be secure. There's your network security, there's your endpoint security, and there's your cloud security, whether that be the applications themselves or on the public cloud side. When this company came to fruition 12 years ago, what we really focused on was network security. Coming out with the next-gen firewall that was best in class. And since then, what we've evolved to is we provide incredible solutions for an endpoint, and we believe we have the best cloud security in the marketplace right now. So for us, it's more about 'how do we educate our partners and make them aware of the opportunity?' Because sometimes, there's so much that they need to sell, and they sell not only security, but they sell different technologies. So how are they aware of the opportunity that's on the table not only for them to grow, but also to be of greater value to the end user by truly protecting their environment?

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