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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 do partners need to do to take advantage of these opportunities?

It's about technology alignment. It's not just selling in the network, but how do make sure that the endpoint is protected and the cloud is protected? It's expanding the technology scope. And with that, are we taking advantage of a services opportunity, whether it be advisory, deployment or managed? It's there. It's somewhat of an a la carte menu. There are certain area they want to focus in, and we're going to give them that opportunity to have the resources there and assets there to take advantage of. We're not pushing them in any one direction. They may have some incredible skills, and an incredible customer base that they're supporting. All we want to do is support them more, and give them more opportunities to grow. We're not forcing them to say 'you must sell our complete product line. You must sell our branded services.' It's not that at all. We're really just trying to be good consultants, stewards of the industry, to allow them to grow.

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