{"id":23862,"date":"2022-12-15T23:20:44","date_gmt":"2022-12-15T23:20:44","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2022\/12\/15\/palo-alto-networks-leverages-expansive-partner-ecosystem-to-hit-long-term-gtm-targets\/"},"modified":"2022-12-15T23:20:44","modified_gmt":"2022-12-15T23:20:44","slug":"palo-alto-networks-leverages-expansive-partner-ecosystem-to-hit-long-term-gtm-targets","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2022\/12\/15\/palo-alto-networks-leverages-expansive-partner-ecosystem-to-hit-long-term-gtm-targets\/","title":{"rendered":"Palo Alto Networks leverages expansive partner ecosystem to hit long-term GTM targets"},"content":{"rendered":"

<\/a>\n
<\/p>\n

\n

The saying goes that two heads are always better than one. For Palo Alto Networks Inc., however, it\u2019s more like 150 partners around the world representing different marketing channels, all of which the company plans to align toward a shared direction.<\/p>\n

\u201cFrom a voice of the partner standpoint,<\/span>\u00a0what they\u2019re here to do is share with us<\/span>\u00a0where they want to engage more and<\/span>\u00a0how we can enable them to be successful,\u201d said\u00a0Karl Soderlund<\/a> (pictured), senior vice president for worldwide channel sales at Palo Alto Networks. \u201c<\/span>We have an employee base of 12,000 people.<\/span>\u00a0But if you take our ecosystem, it\u2019s over 100,000 employees.<\/span>\u00a0So if we can get them aligned and selling and motivated,<\/span>\u00a0it\u2019s going to be a good day for all of us.\u201d<\/span><\/span><\/p>\n

Soderlund spoke with theCUBE industry analysts\u00a0Dave Vellante<\/a>\u00a0and\u00a0Lisa Martin<\/a> at <\/span>Ignite \u201922<\/span><\/a>, during an exclusive broadcast on theCUBE, SiliconANGLE Media\u2019s livestreaming studio. They discussed the invaluable role of channel partners in Palo Alto\u2019s go-to-market operations. <\/span>(* Disclosure below.)<\/span><\/i><\/p>\n

Changes happening on the partner side<\/h3>\n

For the company\u2019s partners, certain transformations are currently taking place as they transition from their usual resale role to being service-led, according to Soderlund<\/span>. This is being driven, in large part, by market realities, such as the widening skills gap.<\/p>\n

\u201cCustomers are in a desperate dire state needing assistance in\u00a0<\/span>figuring out<\/span>\u00a0and solving these very complex security problems,\u201d he noted. \u201c<\/span>So if there is a subset of partners out there<\/span>\u00a0that have the skillset and capabilities<\/span>\u00a0and can come in from a consultative standpoint and<\/span>\u00a0help them develop the structure through deployment,<\/span>\u00a0full-blown management, and do lifecycle management,<\/span>\u00a0that\u2019s a tremendous value.\u201d<\/span><\/p>\n

Deploying through the major cloud providers is another key strategy as the company seeks to appeal to a wider base of cloud-focused enterprises, Soderlund <\/span>added.<\/p>\n

\u201cWhen you look across the three largest<\/span>\u00a0cloud service providers from Google, AWS<\/span>\u00a0and Microsoft Azure, we\u2019re either their number one ISV<\/span>\u00a0or absolutely their number one security ISV,\u201d he said.<\/span>\u00a0\u201cSo we\u2019ve got a great relationship with them.\u201d
<\/span><\/p>\n

Here\u2019s the complete video interview, part of SiliconANGLE\u2019s and theCUBE\u2019s coverage of <\/span>Ignite \u201922<\/span><\/a>:<\/span>
<\/span><\/p>\n