NextWave P.I.E. (Perspectives, Insights, & Experiences‪)‬ Palo Alto Networks - Partner Experience

This is the final of four podcasts that focuses on the value that partners are experiencing from engagements with Palo Alto Networks and its technology. We're back with SVP, Global Business Development & Ecosystems at Exclusive Networks, Denis Ferrand-Ajchenbaum, IDC's Paul Edwards. Learn more in PARTNER SECURITY GROWTH AND VALUE: How Partners Are Creating Services Opportunities with Palo Alto Networks an IDC eBook & infographic available on the partner portal now.

About the Guests
Paul Edwards is the Director of Software Channels & Ecosystems at IDC, where he focuses solely on providing research-based partner strategy advice to top software and cloud suppliers. Within this role, Paul is focused exclusively on providing research-backed guidance to leading ICT vendors on partner strategy in the software market (e.g. applications, application development and deployment, and system infrastructure software), whether on premise or in the cloud. As part of his research, Paul extensively studies vendor and partner dynamics as they relate to and impact channel strategy. This includes analysis of business models and practices in the development, implementation, and management of effective partner strategies across the breadth of partner activities, such as resale, services development, software development, services provisioning, and more. Before coming to IDC, Paul spent a year at Info-Tech Research Group as Director of Research for its vendor research services group, and previously spent 10 years at IDC in a number of key roles focused on providing partner and SMB market guidance to leading ICT firms globally. His industry experience includes a role as Channel Marketing Manager at Compaq Computer, and Associate Editor of Channel Business magazine.

Denis Ferrand-Ajchenbaum, SVP Global Business Development & Ecosystems at Exclusive Networks, joined Exclusive with over 30 years of experience in enterprise IT including stints at value-added distributors, resellers, and vendors. As SVP Global Business Development & Ecosystems, he is responsible for maximising the value and global penetration of existing vendor relationships while scouting and acquiring the next generation of Exclusive Networks’ trusted digital infrastructure portfolio. Denis is also tasked with driving the strategy for our transactional partners – global system integrators (GSIs) and worldwide reseller network – and non-transactional partners – VCs, educational institutions and international and national bodies. In addition, Denis spearheads the strategy and growth of our innovative subscription platform, X-OD.

About Exclusive Networks
Exclusive Networks is a trusted cybersecurity specialist addressing these demands with cloud and cybersecurity services. Powered by high-performing technology, supported by an extensive partner ecosystem, delivered by industry-leading talent, and driven by our services 1st ideology. We are leading the way to a data-driven digital future. Learn more about the distributor now. Trusted. Forever relevant.

This is the third of four podcasts that will focus on the value that partners are experiencing from engagements with Palo Alto Networks and its technology. Learn more in PARTNER SECURITY GROWTH AND VALUE: How Partners Are Creating Services Opportunities with Palo Alto Networks an IDC eBook & infographic available on the partner portal now.

About the Guests
Paul Edwards is the Director of Software Channels & Ecosystems at IDC, where he focuses solely on providing research-based partner strategy advice to top software and cloud suppliers. Within this role, Paul is focused exclusively on providing research-backed guidance to leading ICT vendors on partner strategy in the software market (e.g. applications, application development and deployment, and system infrastructure software), whether on premise or in the cloud. As part of his research, Paul extensively studies vendor and partner dynamics as they relate to and impact channel strategy. This includes analysis of business models and practices in the development, implementation, and management of effective partner strategies across the breadth of partner activities, such as resale, services development, software development, services provisioning, and more. Before coming to IDC, Paul spent a year at Info-Tech Research Group as Director of Research for its vendor research services group, and previously spent 10 years at IDC in a number of key roles focused on providing partner and SMB market guidance to leading ICT firms globally. His industry experience includes a role as Channel Marketing Manager at Compaq Computer, and Associate Editor of Channel Business magazine.

Denis Ferrand-Ajchenbaum, SVP Global Business Development & Ecosystems at Exclusive Networks, joined Exclusive with over 30 years of experience in enterprise IT including stints at value-added distributors, resellers, and vendors. As SVP Global Business Development & Ecosystems, he is responsible for maximising the value and global penetration of existing vendor relationships while scouting and acquiring the next generation of Exclusive Networks’ trusted digital infrastructure portfolio. Denis is also tasked with driving the strategy for our transactional partners – global system integrators (GSIs) and worldwide reseller network – and non-transactional partners – VCs, educational institutions and international and national bodies. In addition, Denis spearheads the strategy and growth of our innovative subscription platform, X-OD.

About Exclusive Networks
Exclusive Networks is a trusted cybersecurity specialist addressing these demands with cloud and cybersecurity services. Powered by high-performing technology, supported by an extensive partner ecosystem, delivered by industry-leading talent, and driven by our services 1st ideology. We are leading the way to a data-driven digital future. Learn more about the distributor now. Trusted. Forever relevant. 

In this episode, Paul Edwards expands more on the Palo Alto Networks ecosystem and how partners are taking advantage of the accelerated business opportunities that lead to growth across the spectrum of their services and software inside of Palo Alto Network deals. Based on the ebook, Paul shares the reason why partnerships are so effective in terms of revenue and the customer value lifecycle - it's a win-win situation for everyone. Partners sell products and solutions to others and then receive the proper training so customers understand what they're investing in and how valuable it is for their future growth. Learn more in PARTNER SECURITY GROWTH AND VALUE: How Partners Are Creating Services Opportunities with Palo Alto Networks an IDC eBook & infographic available on the partner portal now.

About the Guest Paul Edwards is the Director of Software Channels & Ecosystems at IDC, where he focuses solely on providing research-based partner strategy advice to top software and cloud suppliers. Mr. Edwards' job entails a lot of research on vendor and partner dynamics and how they affect go-to-market strategy with partners analyzing business models and practices in the development, execution, and management of effective partner strategies across the ecosystem is part of this.

About Palo Alto Networks A global cybersecurity company, Palo Alto Networks enables your team to prevent successful cyberattacks with an automated approach that delivers consistent security across cloud, network, and mobile devices. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. With the release of enhancements to our award-winning NextWave partner program, we are investing in, growing with, and optimizing for the partner of tomorrow. There has never been a better time to be a Palo Alto Networks NextWave partner! Visit the Partner Portal and get the inside scoop.

About the Host Maria Dalasio (she/hers) Previously Global Partner Experience Content Manager now Channel Program Manager, Unit 42 at Palo Alto Networks, Maria works to amplify key channel initiatives by leading new channel strategies and managing all partner-affiliated programmatic efforts for Unit 42. She previously held roles in sales and marketing and graduated with a BBA from the College of Business Administration at Loyola Marymount University in 2014.

In this episode, Paul Edwards sits down with Maria Dalasio (Channel Programs Manager of Unit 42) to understand how partners inside the NextWave Ecosystem are taking advantage of the accelerated business opportunities that lead to growth across the spectrum of their services and software inside of Palo Alto Network deals. For every dollar made at Palo Alto Networks, partner companies make over 4 times that dollar in terms of revenue. Paul Edward shares why partners are experiencing such accelerated growth in this episode and what this could mean for the future of our partnerships. It's filling awesome how easy it is to understand how partners are winning with Palo Alto Networks! Learn more in PARTNER SECURITY GROWTH AND VALUE: How Partners Are Creating Services Opportunities with Palo Alto Networks an IDC eBook & infographic available on the partner portal now. 

Piece out.

About the Guest
Paul Edwards is the Director of Software Channels & Ecosystems at IDC, where he focuses solely on providing research-based partner strategy advice to top software and cloud suppliers. Mr. Edwards' job entails a lot of research on vendor and partner dynamics and how they affect go-to-market strategy with partners analyzing business models and practices in the development, execution, and management of effective partner strategies across the ecosystem is part of this.

About Palo Alto Networks
A global cybersecurity company, Palo Alto Networks enables your team to prevent successful cyberattacks with an automated approach that delivers consistent security across cloud, network, and mobile devices. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. With the release of enhancements to our award-winning NextWave partner program, we are investing in, growing with, and optimizing for the partner of tomorrow. There has never been a better time to be a Palo Alto Networks NextWave partner! Visit the Partner Portal and get the inside scoop.

About the Host
Maria Dalasio (she/hers)
Previously Global Partner Experience Content Manager now Channel Program Manager, Unit 42 at Palo Alto Networks, Maria works to amplify key channel initiatives by leading new channel strategies and managing all partner-affiliated programmatic efforts for Unit 42. She previously held roles in sales and marketing and graduated with a BBA from the College of Business Administration at Loyola Marymount University in 2014.

About Today's Guests
Ryan Lasalle - Senior Managing Director, Accenture Security, North-America Lead
Ryan leads the North America practice for Accenture Security. He is responsible for nurturing talented teams that bring transformative solutions to better defend and protect our clients. He is also accountable for delivering on our commitment to clients for high-quality, innovative delivery to address their most critical issues.

Currently, Ryan is focusing on solutions at the intersection of analytics, knowledge discovery, and cyber security, with the goal of improving threat assessment methodologies and enhancing knowledge of successful responses. His deep experience in security solutions, innovation-led approaches, and market expertise have made him a sought-after security innovator with clients.

Over the course of nearly two decades with Accenture, Ryan has worked with clients across commercial, non-profit, and public sector organizations, helping them identify and implement emerging technology solutions to meet their business needs.

Ryan is a Ponemon Institute Fellow and is active with the Greater Washington Board of Trade. He sits on security innovation advisory councils for several clients. A seasoned innovator, Ryan holds patents in human resource management, knowledge discovery, security analytics, threat intelligence, and establishing trust between entities online. Ryan is a Bachelor of Science in Electrical Engineering (BSEE) from Princeton University.

Mark Jenkins - GM, Accenture Partnership, Palo Alto Networks
Mark Jenkins serves as General Manager of the Palo Alto Networks partnership with Accenture. Mark has over a decade of strategic partnership experience, including leading the Global Systems Integrator businesses for FireEye and Skyhigh Networks, before joining Palo Alto Networks almost six years ago. Mark also has industry experience in his background, with senior IT roles at KPMG and Websense. Mark holds a Bachelor's Degree in Computer Science from Sheffield Hallam University in England


About the Partner
Accenture is a global professional services company with leading capabilities in digital, cloud, and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology, and Operations services—all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners, and communities. Visit us at www.accenture.com.

About Us: Palo Alto Networks
A global cybersecurity company, Palo Alto Networks enables your team to prevent successful cyberattacks with an automated approach that delivers consistent security across cloud, network, and mobile devices. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. With steady enhancements to our award-winning NextWave partner program, we are investing in, growing with, and optimizing the build the part

The social selling expert & host of two recent NextWave partner webinars, Daniel Disney, joins us to talk about why social selling is crucial in today’s sales cycle. He takes us on the journey of a salesperson who can use the power of LinkedIn to maximize profitability while continuing to grow a diverse network. 🔑 Consistency is key. 🥧 Any way you slice it, your network is your net worth! Tune in for top tips as we embark on the second half of 2022 and check out replays of his exclusive NextWave Partner webinars now on the partner portal.

About the Guest
Daniel Disney is one of the world's leading LinkedIn and Social Selling experts. With an audience of over 800,000 LinkedIn followers, content engagement of over 150 million views each year, 2 best-selling LinkedIn books, and millions of dollars in sales achieved through social selling, there are few out there who have achieved such big numbers on LinkedIn. Daniel is the author of "The Ultimate LinkedIn Sales Guide" and "The Million-Pound LinkedIn Message" and is also the Founder and Owner of The Daily Sales, LinkedIn's most popular page for salespeople. Daniel trains companies all over the world on how to generate the most out of LinkedIn and has taught teams from Palo Alto Networks, Amazon, Salesforce, Ricoh, Canon, and many more. Watch replays of his recent webinars for NextWave Channel Partners now.

About the Hosts

Maria Dalasio (she/hers)
Previously Global Partner Experience Content Manager now Channel Program Manager, Unit 42 at Palo Alto Networks, Maria works to amplify key channel initiatives by leading new channel media strategies, managing all partner-affiliated social media platforms, and building field success stories showcasing partner wins. She previously held roles in sales and marketing and graduated with a BBA from the College of Business Administration at Loyola Marymount University in 2014.

Corrie Floyd II (he/his)
Corrie is a GTM Ecosystems intern who works on the Palo Alto Networks Partner Experience team. He works to develop a strategy to keep partners and distributors engaged with Palo Alto Networks products and services, as well as its partner programs. He has been recently working to create content for our social media accounts for NextWave Channel Partner’s LinkedIn and Twitter. He will be graduating with his BBA from the College of Business Administration at Saint Xavier University in May of 2023. Upon graduation, he plans to continue a career in cybersecurity as a potential junior software engineer, network penetration tester, or a systems engineer for Palo Alto Networks.