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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 changes in how customers want to procure cloud mean for your channel partners?

One of things we've always prided ourselves on at Palo Alto Networks is listening to our customers and understanding and meeting our customers needs. And from the inception of this company, we have been a channel-centric company to the point where over 99 percent of our business goes and procures through channel partners on a global basis. We're looking to our customers, we're looking to our partners, we're looking to our distributors. This market is evolving fast. Their needs are changing, their buying consumption patterns are changing. The needs within each industry are charging, and security moves faster arguably than any other technology within the marketplace right now. There's an incredible shortage of IT headcount within our customer base. They need help, and that help is from the partner community. For someone like myself who's been in this industry for 20 years supporting and around the partner community, I've never seen the need for partners greater than it is today. We're looking to build a partner program and model that supports the needs of our customers, while leveraging our strong, best-in-class partner community that we have today.

 
 
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