The success of our partners is the best argument, and the greatest reward, for our close partnership with Palo Alto Networks. But everyone loves an award, and we’re proud to be named their Global, EMEA and JAPAC Distributor of the Year for 2020. So, what’s our secret? Year-on-year growth? Market penetration? Innovation? Neil Thomson reveals all.

We understand that working with our vendors, big and small, we can add value to the channel. At the top end of the spectrum is Palo Alto Networks. It has been a strategic vendor for Westcon for many years across our global footprint. Our close collaboration, based on a shared goal of helping partners grow faster and transform with innovative technologies, is a proven success – we’ve been named their Global, EMEA and JAPAC Distribution Partner for 2020.

These wins are testament to the hard work and dedication of our team over the last 12 months. But it’s also reward for our investment in processes, programmes and initiatives to support Palo Alto Networks’ go-to-market and drive partner success. In the words of Karl Soderland, Senior VP Channel Sales at Palo Alto Networks, “embracing new technologies, investing in specialisations and leading with services” did the trick.

We put these into practice by enabling differentiation, expanding opportunities and enhancing profitability. We successfully pivoted to virtual events and continued to connect Palo Alto Networks with our partner base. We have implemented Circuit, a lifecycle framework that drives maximum lifetime value and end-user satisfaction from every deployment for our reseller partners. We deliver certified training as part of our global ATP academy schedule, as well as specialised support including Cortex10 – a 10-week tech challenge to fast-track certification – and on-demand learning through the Westcon Learning Lab. And we offer flexible payment options on the entire Palo Alto Networks portfolio, supporting channel partners to overcome budget constraints and succeed in this increasingly software-driven industry.

What all these innovations and initiatives do is equip and enable our partners with the capabilities and the confidence they need to build a successful Palo Alto Networks business. As we continue to transform to support the partner of tomorrow, there has never been a better time to be a Palo Alto Networks partner.

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