Palo Alto Networks CIO On What Today’s CIOs Expect From Partners

As solution providers navigate longer sales cycles and increasingly complex buying decisions, understanding how CIOs prioritize technology investments has become critical. At Women of the Channel East, Meerah Rajavel, senior vice president and chief information officer of Palo Alto Networks, shared how modern IT leaders evaluate priorities and the partners they choose to work with.

In a fireside chat, Rajavel said one of the biggest challenges facing CIOs today is managing constant pressure from competing business demands, including security, growth initiatives, efficiency goals and employee productivity. “I also use the word and the same line is priority,” she said. “And they go hand in hand.” Clear priorities, she added, allow CIOs to make better decisions amid those competing demands.

Rajavel noted that Palo Alto Networks does not view IT solely as a cost center. “We also look at that as an innovation engine and a growth engine, as well,” she said. From her perspective, IT leaders operate across three primary levers: accelerating top-line growth, improving operational efficiency and increasing employee productivity, all while ensuring the organization remains secure.

“It’s all about making sure that we are putting the elements of ROI in the picture,” Rajavel said. She explained that ROI-driven conversations help CIOs align technology investments with business outcomes and deliver “superior outcomes” across the organization.

Rajavel also offered direct guidance for solution providers selling into the CIO organization. “It’s about what is the problem that you’re going to help me solve,” she said. She cautioned against transactional approaches and urged sellers to remain engaged beyond the initial deal, adding, “Don’t be a seagull. When [things] happen, be with me.”

Her message was clear. CIOs value partners who understand business priorities, stay present through challenges and focus on long-term results rather than short-term transactions.

For more information, visit PaloAltoNetworks.com.