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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's the most significant thing for partners to know about the enhancements you're making?

What we're announcing on Feb. 4 is some enhancements to our NextWave Partner Program. So you can look at it as revamping some of the tools that we have to allow our partners be more successful and meet our customers needs. So there are three main areas we're focusing on in this announcement. One is partner profitability. We're streamlining our program levels, we're tiering our discount structures, we're rolling out more enablement tools and resources for our partners, and we're putting out incentives to really allow them to boost margins. So the partners that are aligned with our strategy and driving are going to have an opportunity to make more margin than they ever have in the past with us. That's number one.

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