Partner Blueprint for Success — Breakaway 1=5

Our NextWave partners are respected members of the Palo Alto Networks extended sales team, based on mutual respect, responsibility and success. Together with our partners, we can penetrate new markets, forge new partnerships, build new incentives, optimize new routes to market, and develop new expertise. To do this, we will continue to evolve the NextWave program and provide our partners with the future blueprint for success.

In the first installment of our Breakaway 1=5 series, I introduced our new program framework. In the second, I outlined several initiatives that have been launched as a result of our program evolution. These ongoing enhancements to our award-winning NextWave program are a direct result of the input gathered from our annual partner survey. The feedback led to the development of our five guiding principles – embrace, expand, enable, enhance and empower.

Embrace All Partner Types

All partners are invited to join NextWave and choose the path(s) that best aligns with their particular business model.

Expand Opportunities

In addition to the product and service-specific specializations now offered, partners can leverage products, services and market/industry proficiencies to extend their expertise beyond the firewall.

Enable Differentiation

With the aid of our service intellectual capital, partners will have the opportunity to "breakaway" from the competition and profit from the services economy.

Enhance Profitability

Reward partners on an opportunity basis for the value they contribute across the land, adopt, expand and renew customer engagement models.

Empower Success

Reduce friction in our sales process, so partners can concentrate on providing further value to their customers.

The new NextWave framework is the foundation for our partner blueprint for future success. Over the next 12 months, we will roll out a series of the most comprehensive program enhancements in our company’s history. This includes our commitment to optimizing partner routes to market for both newer paths, like Services Partner and Cloud Service Provider, as well as the more established Managed Security Service Provider, Distributor and Solution Provider.

One of the more established paths, the Solution Provider Path, emphasizes this commitment with its recent transformation. This path is for partners who want to deliver business outcomes for customers by reselling and/or integrating Palo Alto Networks products and services. It comprises four partner levels that are based on a partner's performance and breadth of portfolio knowledge. These requirements have been simplified and streamlined, so partners may easily navigate them. This is in keeping with our continued effort to listen, learn and act on partner feedback.

Read more of our Breakaway 1=5 blog series, where you will learn about the evolution of our award-winning partner program and our partner blueprint for success.

Are you currently not a NextWave partner, but interested in becoming one? Join our NextWave program today.