Enabling partners with a comprehensive security portfolio to thrive in a competitive market

Krithiwas Neelakantan
Channels & Alliances Leader - Palo Alto Networks

Palo Alto Networks has made significant upgrades to its NextWave Partner Program, enhancing partner profitability through backend rebates and seller incentives. These initiatives are designed to reward partners of all sizes for their expertise and ability to drive value with its cybersecurity solutions.

Channel-friendly policies play a crucial role in driving corporate business in India, where the need for comprehensive cybersecurity solutions is rapidly growing. Corporate partner programs are tailored based on the company's size, market reach, and expertise, but the core objective remains to secure partner loyalty and promote future growth. Effective programs foster collaboration by creating clear incentives and support systems for partners, ensuring their commitment while driving mutual growth in the rapidly evolving technology market.
“At Palo Alto Networks, we understand the importance of enabling our partners to thrive, which is why we offer one of the most extensive and integrated security portfolios in the industry,” says Krithiwas Neelakantan, Channels & Alliances Leader at Palo Alto Networks. “Our platform delivers visibility, flexibility, and automation, providing end-to-end protection from the endpoint to the network and into the cloud.”

CHARACTERISTICS OF AN IDEAL CHANNEL PROGRAM
A channel-friendly policy, in Palo Alto Network’s view, must include key elements such as partner profitability, predictability, and clear growth opportunities. That is why the company has made significant upgrades to its NextWave Partner Program, enhancing partner profitability through backend rebates and seller incentives. These initiatives are designed to reward partners of all sizes for their expertise and ability to drive value with its cybersecurity solutions.

“We have expanded our rebate offerings to nearly 40 for solution providers and MSSP partners, including "Expertise" rebates for closing deals and "Opportunity" rebates for providing additional value. These enhancements to our partner programs have directly contributed to our success in the Indian market, strengthening our channel strategy,” explains Krithiwas.
Palo Alto Networks measures the success of these initiatives not just through the volume of sales but also the level of engagement, partner satisfaction, and the sustainable growth they enable within the partner ecosystem. Offering a range of rebates and incentives, including those for expertise and opportunity, the company focuses on rewarding partners for their efforts in driving sales and providing value-added services.

“Making our incentives fair and achievable ensures that our partners can confidently invest in growing with us, ultimately empowering them to succeed in the competitive cybersecurity landscape,” sums up Krithiwas.