Nextwave Partner Interactive Guide PDF

BETTER
TOGETHER
NEXTWAVE PARTNER
PROGRAM EVOLUTION
Welcome
NextWave Partner Program It is with great pleasure that I welcome you to the Palo Alto Networks NextWave Partner Program.
NextWave Requirements At Palo Alto Networks we consider our partners valued members of our global sales team. Our NextWave partners are with us every step
of the way, protecting our way of life in the digital age by preventing successful cyberattacks. Our mutual success relies upon how we
NextWave Country Sets empower a growing ecosystem of change makers, like us, who provide our mutual customers highly effective and innovative cybersecurity
and services, across clouds, networks, and mobile devices.
NextWave Benefits
Technology disruptions remain constant and the security industry continues to change. Prolific cloud adoption is transforming traditional
NextWave Program Discounts
IT provisioning methods and increasing the breadth of cybersecurity risks. This evolution has opened vast opportunities for our NextWave
partners to maximize their profitability by delivering more service offerings, especially cloud services.
NextWave Program Incentives
As a NextWave partner, you have our unwavering commitment to elevate your success by enhancing profitability, enabling differentiation,
Rules of Engagement
and expanding opportunities. We are committed to providing tools, training and resources to help our partners capitalize on new
Partner Enablement Success opportunities and build and deliver their cybersecurity services business.
Pre-Sales This interactive reference guide outlines the different components of the NextWave Partner Program and explains its numerous
membership benefits. Please consider this your personal NextWave Partner Program reference guide. As you become more familiar
CYBERFORCE with the program, we recommend the following to help you optimize your partner experience:
Sales
• Visit the NextWave Partner Portal, for access to the Partner Learning Center, register deals and learn more about the value
Post-Sales of partnering with Palo Alto Networks.
Enablement ROI • Sign-up for our Partner Newsletter and have relevant partner information delivered directly to you by email.
Services Opportunities • Read Channels Weekly to learn more about the latest partner news, information and updates.
Support Offerings • Follow us on Twitter, for real-time partner updates on a variety of Palo Alto Network topics.
Managed Services Program
On behalf of the entire Palo Alto Networks team, I want to thank you for being a part of the NextWave Partner Program. We look forward
Not-for-Resale
to helping you fuel new business opportunities that safeguard our mutual customers’ digital transformation. Together, we will re-imagine,
Specializations disrupt and adapt along with industry evolution and become the best cybersecurity partnership in the world.
Marketing Development Funds Regards,
Staying Informed
Summary
Karl Soderlund
SVP, Worldwide Channels
2 © 2019 Palo Alto Networks, Inc.
BETTER TOGETHER
YOUR ROAD TO SUCCESS
Welcome
NextWave Partner Program
NextWave Requirements
NextWave Country Sets
NextWave Benefits
INCREASING
NextWave Program Discounts PROFITABILITY
NextWave Program Incentives INITIATIVES
Rules of Engagement
Partner Enablement Success
Pre-Sales
CYBERFORCE
ENABLING
Sales
NEW SERVICES
Post-Sales
Enablement ROI
OPPORTUNITIES
Services Opportunities
Support Offerings
Not-for-Resale
OPTIMIZING
Specializations PROCESSES
Marketing Development Funds & SYSTEMS
Staying Informed
Summary

NEXTWAVE PARTNER
PROGRAM EVOLUTION
Welcome
NextWave Benefits
Rules of Engagement
Pre-Sales
CYBERFORCE INCREASING ENABLING OPTIMIZING

Sales Profitability New Services Processes
Post-Sales Initiatives Opportunities & Systems
Enablement ROI
Program Levels & Transformational Deal Opportunity
Product Discounts Services Practice Automation
Support Offerings

Partner Value Incentives Services Offering Kits Deal Quoting Automation
Not-for-Resale Referral & Rebate Dedicated Managed Deal Approval Automation

Specializations Services Program
Marketing Development Funds
Staying Informed
Summary

SIMPLIFIED GLOBAL
PROGRAMS FRAMEWORK
Welcome
NextWave Benefits
Bookings
NextWave Program Discounts Threshold
ANCE
Rules of Engagement
RM
FO
CA
Pre-Sales
PE R
CYBERFORCE
Pre-Sales
PABILITIES
Sales Sales
Post-Sales Post-Sales
Enablement ROI

Support Offerings

BU
SI

Contract NE
Not-for-Resale

Specializations
SS

Businesss Plan
Staying Informed
NFR Investment
Summary

PARTNER SUCCESS PATH:
NEW PROGRAM LEVELS
Welcome
{
NextWave Benefits

> 104
PARTNERS
Rules of Engagement
Pre-Sales
> > {
CYBERFORCE
Sales 501
Post-Sales PARTNERS
Enablement ROI
Support Offerings
{
Not-for-Resale
Specializations > > > 5,787

PARTNERS
Staying Informed
Summary

NEXTWAVE REQUIREMENTS
BY COUNTRY SET
Welcome

Partner Type: Value-Added Reseller/Solution Provider
Partner Level Innovator Platinum Innovator Diamond Innovator
NextWave Country Sets Performance Requirements
NextWave Benefits Country Set A1 $200,000 $5,000,000 $15,000,000
NextWave Program Discounts Country Set A $100,000 $1,500,000 $5,000,000

Country Set B $50,000 $1,000,000 $3,000,000
Rules of Engagement
Country Set C $20,000 $500,000 $1,500,000
Capability Requirements (Credential Expiration = 24 Months)
Pre-Sales
Sales - Accredited Sales Executive
1 6 8
CYBERFORCE ASE: Foundation
Associate Associate Associate
Pre-Sales - PSE: Foundation
Sales Requirement Requirement Requirement
Professional Professional
Post-Sales Pre-Sales - PSE: Platform - Associate 1
Requirement Requirement
Enablement ROI Pre-Sales - PSE: Platform - Professional Recommended 3 5
Post Sales - Certified Network Security Engineer (PCNSE) N/A 3 4
Support Offerings
Not-for-Resale (NFR) Requirements
PA-850 or Higher Recommended 4 6
Not-for-Resale
PA-820 or Higher 1* N/A N/A
Specializations
Marketing Development Funds Business Requirements
Staying Informed NextWave Master Agreement & Foreign Corrupt Practices Act Required Required Required
Summary Apply Prop 65 Warning Associated with the PA-220 Family

Required Required Required
of Products Shipping to the State in California
*In Country Set C Only: PA-220 or higher required

7 Note: Chart is in US dollars.
© 2019 Palo Alto Networks, Inc.
NEXTWAVE PARTNER PROGRAM
COMPLIANCE COUNTRY SETS
Welcome
NextWave Requirements Norway

B
NextWave Country Sets Sweden
Denmark B
NextWave Benefits
B
Netherlands
NextWave Program Discounts B
Germany
NextWave Program Incentives A Finland
Rules of Engagement United B
Canada Kingdom
Partner Enablement Success A A Switzerland
B
Pre-Sales
Poland Taiwan
CYBERFORCE France B B
Spain A
Sales B UAE
B China
United States Austria B Japan
Post-Sales B
A1 B
Enablement ROI
Mexico Italy Qatar South Korea
Services Opportunities B B B B
Support Offerings
Belgium Saudi Hong Kong
B Malaysia
Arabia B B
B
Not-for-Resale
Brazil India
Specializations B Australia
B B
Thailand
B Singapore
Staying Informed B
Summary
All others are Country Set C at this time

NEXTWAVE BENEFITS
Welcome
NextWave Benefits
Enable
Free Online Sales & Technical Training X X X
Specializations X X X
Rules of Engagement
Insight Webinars X X X
Enhance
Pre-Sales
Channel Business Managers Via Distributor X X
CYBERFORCE
Field Marketing Manager Via Distributor X X
Sales
NextWave Partner Program Discounts Discount by Level Discount by Level Discount by Level
Post-Sales
NextWave Partner Program Incentives X X X
Enablement ROI
Diamond Innovator Rebate X
X X
Support Offerings to Qualifying Partners
Managed Services Program Empower

Not-for-Resale NextWave Newsletter X X X
Specializations NextWave Logo X X X
Marketing Development Funds Partner Portal X X X
Staying Informed Certified Professional Service Provider X X
Summary Expand
Partner Locator Listing X X X
NFR Discount Applies to Hardware MSRP Only

9 Support Contract Required
60% 60% 60%
NEXTWAVE DISCOUNTS
COUNTRY LIST
Welcome

NORTH AMERICA
NextWave Benefits United States Canada
Rules of Engagement MATURE COUNTRIES (APAC & JAPAN)

Australia New Zealand Singapore Japan
Pre-Sales
CYBERFORCE
Sales
MATURE COUNTRIES (EMEA)
Post-Sales
Enablement ROI Austria France Italy Spain

Services Opportunities Belgium Germany Luxembourg Sweden
Support Offerings Denmark Iceland Netherlands Switzerland
Finland Ireland Norway UK
Not-for-Resale
Specializations
Staying Informed ALL OTHER COUNTRIES ARE EMERGING

Summary

NEXTWAVE PROGRAM DISCOUNTS
– NORTH AMERICA
Welcome
NextWave Partner Program NextWave Partner Program Standard Suggested Discounts–North America
Deal Registration/Partner Selected*
Products 24% 28% 30%
NextWave Benefits Subscriptions 24% 28% 30%
NextWave Program Discounts Premium Support 15% 15% 15%
Partner Enabled Premium Support*** N/A 35% 35%

Distributor Delivered Premium Support 15% 15% 15%
Rules of Engagement
Professional Services 5% 5% 5%
Backline Bundle 39% 39% 39%
Pre-Sales No Deal Registration/No Partner Selected
CYBERFORCE Products 10% 10% 10%
Subscriptions 10% 10% 10%

Sales
Premium Support 5% 5% 5%
Post-Sales
Enablement ROI Distributor Delivered Premium Support 5% 5% 5%
Services Opportunities Professional Services 5% 5% 5%

Support Offerings
Renewals
Products N/A N/A N/A
Not-for-Resale Subscriptions Std Disc +5% Std Disc +5% Std Disc +5%
Specializations Premium Support 15% 15% 15%

Staying Informed
Summary Backline Bundle 39% 39% 39%
*Excludes Renewals
** Excludes Renewals; does not qualify for Deal Registration or Partner Value Incentive
11 ***Only available to partners who are Authorized Support Centers (ASC)
– MATURE COUNTRIES
Welcome
NextWave Partner Program NextWave Partner Program Standard Suggested Discounts–Mature Countries
Partner Enabled Premium Support N/A 35% 35%

Rules of Engagement
Pre-Sales No Deal Registration/No Partner Selected*

Sales
Post-Sales

Support Offerings
Renewals
Partner Enabled Premium Support N/A 35% 35%s

Staying Informed
*Excludes Renewals
– EMERGING COUNTRIES
Welcome
NextWave Partner Program NextWave Partner Program Standard Suggested Discounts–Emerging Countries

Rules of Engagement
Pre-Sales No Deal Registration/No Partner Selected*

Sales
Post-Sales

Support Offerings
Renewals

Staying Informed
*Excludes Renewals
NEXTWAVE PARTNER
PROGRAM INCENTIVES
Welcome
PARTNER VALUE INCENTIVES

MORE
NextWave Country Sets All Partner Value Incentive discounts are added to
NextWave Benefits NextWave standard discount based on partner level PROGRAM
NextWave Program Discounts and can be added to the Deal Registration Incentive
INCENTIVES
Rules of Engagement
NEW PRISMA: VM-SERIES,

Pre-Sales
CYBERFORCE
CUSTOMER VM-ELA or PRISMA ACCESS
Sales 5% Incentive
5% Incentive
Post-Sales RENEWALS
Enablement ROI 5%
Support Offerings

$
Not-for-Resale
Specializations
Marketing Development Funds DEAL

Staying Informed CORE: 3 ATTACHED CORTEX: TRAPS REGISTRATION
Summary
SUBSCRIPTIONS or CORTEX XDR 8%
5% Incentive 5% Incentive
10% on DNS if all 4
Subscriptions Attached
NEXTWAVE DEAL REFERRAL
Welcome

Partner Receives 10% on Prisma Cloud Portion of Deal
NextWave Benefits
Lower Cost of Sales

Simplified Transactions
Rules of Engagement
Partners Refer Qualified SaaS Opportunities

Pre-Sales
Only applies to Prisma Cloud products – does not apply

CYBERFORCE
to any additional attached products

Sales
Post-Sales
Enablement ROI
Support Offerings
Not-for-Resale
Specializations
Staying Informed
Summary

CHANNEL RULES
OF ENGAGEMENT
Welcome
1

We employ a channel-centric coverage
NextWave Benefits model with multiple routes to market.
2
We use Deal Registration to provide additional discounts for
Rules of Engagement
an approved opportunity
3
Pre-Sales
We never quote a customer or partner on pricing unless quoting
CYBERFORCE
list price.
Sales
4
Post-Sales
Enablement ROI We follow a regimented bookings policy.

5
Support Offerings
Managed Services Program We are loyal to the incumbent partner on renewal opportunities.
Not-for-Resale
Specializations
Staying Informed Palo Alto Networks takes compliance with anti-corruption laws very seriously and expects our NextWave partners to do
the same. Familiarize yourself with the Partner Business Code of Conduct and Ethics.
Summary

VALUED MEMBER OF
GLOBAL SALES TEAM
Welcome
1
NextWave Benefits
Annual SKO with Fellow Palo Alto Networks Sales Reps & SEs
Rules of Engagement
Pre-Sales
CYBERFORCE
Sales
Post-Sales
Enablement ROI
2 New Hire Boot Camp with Fellow Palo Alto
Networks New Hires
Support Offerings
Not-for-Resale
Specializations
Staying Informed
3 Insight Webinars with Fellow Palo Alto
Networks Sales Reps & SEs
Summary

PARTNER ENABLEMENT SUCCESS
Welcome
$ Platform,
NextWave Country Sets $ Endpoint,
$ ASSOCIATE
NextWave Benefits PSE Platform Specialized
Public Cloud
or Data Center
Specialization
NextWave Program Incentives Pre-Sales
Rules of Engagement
Pre-Sales
CYBERFORCE
Sales
FOUNDATION
Post-Sales ASE Foundation Specialized
Enablement ROI
Services Opportunities Sales

Support Offerings
Not-for-Resale
Specializations Platform,
Marketing Development Funds Endpoint, or
PROFESSIONAL
Staying Informed
PCNSE Platform Specialized
Public Cloud
& Data Center
Summary Specialization
Post-Sales

PRE-SALES DIFFERENTIATION:
3 LEVELS & 9 SPECIALIZATIONS
Welcome
Time
NextWave Benefits

Platform Specialization
Rules of Engagement
Endpoint Specialization
Public Cloud & Data Center
Pre-Sales Platform Specialization
Specialization
CYBERFORCE
Sales Endpoint Specialization
Post-Sales
Public Cloud Specialization*
Enablement ROI
Data Center Specialization*
Support Offerings

Foundation Specialization
Not-for-Resale
Required for All Specializations
Specializations
Expertise
Required for NextWave
Staying Informed
Required for Traps
Summary
Globally Available
19 *PSE: Foundation and Platform – Associate required.

PRE-SALES LEVELS, LEARNING,
COST & CAPABILITIES
Welcome
NextWave Requirements eLearning = 2 hours

NextWave Country Sets OR Capabilities:
1-Day instructor-led course
NextWave Benefits · Position the platform
· Demo key features of the platform
Exam online (LMS) cost = $0 · Respond to competition
Rules of Engagement

eLearning + Lab = 10 hours
Pre-Sales
OR Capabilities:
CYBERFORCE 2-Day instructor-led course · Demo full capabilities of platform
Sales · Deploy customer's firewall
Post-Sales
Exam online (LMS) cost = $0 · Evaluate customer's traffic
to showcase the platform
Enablement ROI
Support Offerings
eLearning: EDU-110 + EDU 121
Managed Services Program OR Capabilities:
Not-for-Resale
ILT: EDU-210 + EDU 221 · Drive technical agenda to handle
sales situations independently
Specializations + Real World SE Experience · Mentor training &
Marketing Development Funds + Skills & Study Guide real-world experience
· Lead Ultimate Test Drive seminar
Staying Informed
Exam Pearson VUE cost = $90 · Design platform solution
Summary

THINKING BEYOND THE POINT
Welcome
NextWave Partner Program 1 CAPABILITIES

NextWave Requirements Partner Engineers Excel ORMANCE technical
RF
cerficaons
NextWave Country Sets in 3 Key Areas:
PE
NextWave Benefits
1. CAPABILITIES
CAP
(technical 3
certifications)
ABILITI
PERFORMANCE
Rules of Engagement winning business
Program Framework
Partner Enablement Success 2. TECHNICAL
CREDENTIALS
ES
T EC
Pre-Sales
(earning XPs for
CYBERFORCE
specific activities)
CR
H
Sales
ED
Post-Sales
3. PERFORMANCE
(winning business) 2
Enablement ROI
Services Opportunities TECHNICAL CREDENTIALS

earning XPs for doing specific acvies
Support Offerings
Not-for-Resale Partner Technical Recognition Program

Specializations
Elite
Staying Informed Highly trained

Summary
Self-sufficient
Committed to protecting our digital way of life
PROGRAM LEVELS
PLATFORM PATH
Welcome

3 Levels & 2 Different Paths
PSE: Platform – Associate
5 XP Annually
NextWave Country Sets PLATFORM PATH
NextWave Benefits PSE: Platform – Professional

PSE: Platform – Associate
NextWave Program Discounts 10 XP Annually
5 XP Annually
Wins of $250K+ Annually
PRE-SALES
Rules of Engagement PSE: Platform – Professional
Partner Enablement Success PSE: Public Cloud or Data Center Professional

10 XP Annually
or PCNSE (PAN-OS 8+)
Pre-Sales Wins of $250K+ Annually
20 XP Annually
CYBERFORCE
Wins of
$500K+ Annually
Sales PSE: Public Cloud or Data Center Professional
or PCNSE (PAN-OS 8+)
Post-Sales
20 XP Annually
Enablement ROI
Wins of
Services Opportunities $500K+ Annually
Support Offerings
Not-for-Resale
POST-SALES
SERVICES PATH
Specializations
Marketing Development Funds PCNSE (PAN-OS 8x or Later) + PCNSC
Staying Informed 25 SXP AnnualLy

SERVICES PATH
5 Customer Survey Responses with a Score
Summary
of 85%+ Initiated via a Service Engagement
PCNSE (PAN-OS 8x or Later) + PCNSC
22 25 SXP AnnualLy
ASE: SELLING GAME CHANGING
SECURITY PLATFORM
Welcome
Accredited Sales
NextWave Benefits

Executive (ASE) Close
Qualify
Rules of Engagement
Training focuses on Lead
Palo Alto Networks
Pre-Sales
proven & scalable Palo Alto
sales process
CYBERFORCE
Sales Networks
Post-Sales
Training is free Purpose Sales
Enablement ROI Solution Process
Build
Training is available on
Relationship
Support Offerings Partner Learning Center

Not-for-Resale
Specializations
Demonstrate
Value
Staying Informed
Summary

POST-SALES: DEPLOYMENT
& IMPLEMENTATION
Welcome
Diamond & Platinum Innovator Post-Sales Requirement

NextWave Benefits
· Palo Alto Networks Certified Network Security
Engineer (PCNSE), is capable of designing, deploying,
configuring, and maintaining the vast majority
Rules of Engagement of Palo Alto Networks-based network security
Partner Enablement Success implementations
Pre-Sales
CYBERFORCE
· The formal certification exam is hosted and proctored
Sales
by the third-party testing company Pearson VUE
Post-Sales
· NextWave compliance requires a PCNSE
Enablement ROI
Support Offerings
Not-for-Resale
Specializations
Staying Informed
Summary

CALCULATING YOUR
NEXTWAVE INVESTMENT
Welcome
>
Worst Case Scenario… Partner Starting from Scratch
NextWave Benefits
>

NFR is Calculated @ Highest Price No
Promo or Free Monthly Trial Reductions
Rules of Engagement
>
Pre-Sales
We Set Sales & SE Salaries
CYBERFORCE
at $175K each per Year
Sales
Post-Sales
> We Divided Yearly Salaries by 2080 (40hrs

Enablement ROI
Services Opportunities x 52wks) to Determine Hourly Rate ($84)

Support Offerings
Not-for-Resale
Specializations > We Calculated Hours

Based on Level Requirements
>
Staying Informed
Summary
Does not Include T&E Projections

NEXTWAVE INVESTMENT COST
Welcome
NextWave Benefits
Rules of Engagement
Avg. Training Reqs Avg. Training Reqs Avg. Training Reqs
15 Hours 290 Hours 410 Hours
Pre-Sales
CYBERFORCE Resource Cost Resource Cost

Resource Cost
Sales @$175K @$175K @$175K
($84 Per Hour) ($84 Per Hour) ($84 Per Hour)
Post-Sales
Enablement ROI
Exam Cost Exam Cost Exam Cost
$0 $750 $1,090
Support Offerings
Not-for-Resale
NFR w/ Service Cost NFR w/ Service Cost NFR w/ Service Cost
1 = $2,000 4 = $17,640 6 = $26,460
Specializations
Staying Informed Total Enablement Cost Total Enablement Cost Total Enablement Cost
Summary
$3,260 $42,750 $61,990

SERVICES OPPORTUNITIES
Welcome
• Build or Strengthen Your
TRANSFORMATION Services-based Practice
NextWave Benefits SERVICES
to Maximize Profitability
Rules of Engagement
Pre-Sales
• Assist with Design
CYBERFORCE
• Expedition Tool
Sales
• Configure Best Practices
• Cutover Checklist
Post-Sales
SERVICES
Enablement ROI
OFFERING KITS • Iron Skillet Templates
Support Offerings
Not-for-Resale
DEDICATED • Innovative Technology
Specializations
MANAGED • Best-in-Class Training
SERVICES • Greater Profitability
Staying Informed PROGRAM Through Standard Discounts
Summary

SUPPORT OFFERINGS
Welcome
NextWave Partner Program Required Support Tiers (Asset)
NextWave Requirements Standard Premium Platinum
NextWave Country Sets Telephone Support 8x5 (US Only) 24x7 24x7
NextWave Benefits
Response Time (Critical Issue) 1 hour 1 hour 15 minutes
Technical
Support Support Specialist Type Support Engineer Support Engineer Senior Engineer
Rules of Engagement RMA Repair NBD | 4HR* NBD | 4HR*
Partner Enablement Success Assisted Security Investigations • •

Pre-Sales Security Advanced Log & IOC Analysis • •
CYBERFORCE Assurance
Sales Next Step Recommendations • •
Post-Sales Planned Event Assistance •
Enablement ROI
Expert On-site Assistance (Critical Issue) •
Services Opportunities Assistance
Support Offerings Failure Analysis (HW) •
* 4HR RMA available in eligible cities
Not-for-Resale
Specializations
Staying Informed
Summary

MANAGED SERVICES PROGRAM
Welcome

MSP Program Requirements
Performance Requirements
NextWave Country Sets Capabilities:
Active Partner: Booked At Least 1 Deal in the Area of Managed Security Services
NextWave Benefits · Position the platform Required
in Past 4 Quarters*
· Demo key features of the platform
NextWave Program Discounts Sales & Technical Capability Requirements (Credential Expiration = 24 Months)
· Respond to competition
NextWave Program Incentives Pre-Sales: Palo Alto Networks – Accredited Systems Engineer
3
– PSE: Platform Professional
Rules of Engagement
Sales: Accredited Sales Executive – ASE: Foundation 3
Post-Sales: Palo Alto Networks Certified Network Security Engineer (PCNSE 8.x) 3
Pre-Sales
Post-Sales: Palo Alto Networks Certified Network Security Consultant (PCNSC) Recommended
CYBERFORCE
Business Requirements
Sales
Must Submit an MSSP Deal Submission via the NextWave Partner Portal
Post-Sales Required
for Each Managed Service Opportunity
Enablement ROI MSP Agreement or Addendum & Compliance: MSSP & Foreign Corrupt Practices Act Required
Services Opportunities Customer Support: Select One

1. Resell Partner Enabled Support from ASC (Distributor/Partner) Required
Support Offerings
2. Become an Authorized Support Center (ASC) & NextWave Partner-Enabled Support
Not-For-Resale/Lab Units: Minimum 2 PA-850s or Replicate Managed Security
Required
Not-for-Resale Services Offering
Specializations
* Annual compliance is July 31, but MSSPs get a minimum 12 months to meet or exceed requirements
Staying Informed
Summary

NOT-FOR-RESALE (NFR) REDUCED
COST OF DOING BUSINESS
Welcome
NextWave Benefits
NextWave Program Incentives NextWave NFR SKU 60% NextWave NFR SKU 60% NextWave NFR SKU 60%
Discount Off MSRP Discount Off MSRP Discount Off MSRP
Rules of Engagement
60% 60% 60%
Pre-Sales Required # of NFR Units Required # of NFR Units Required # of NFR Units
(PA-820 or higher) (PA-850 or higher) (PA-850 or higher)
CYBERFORCE
1 4 6
Sales
Post-Sales
Enablement ROI
Consistent NFR Discount Across All Levels
Support Offerings
Offers predictable NFR discount based on partner level
Not-for-Resale
Expand NFR product availability across portfolio
Specializations

Lower partner NFR cost helps drive more customer evaluations & POCs
Staying Informed
Summary
Customer Proof-of-Concept (POCs) = higher close rate

IMPROVING NFR USAGE
& ROI TO INCREASE SALES
Welcome

PRODUCT EVALUATION MANAGEMENT SYSTEM
NextWave Benefits
Real-Time

Usage Tracking
Rules of Engagement

Exclusive NextWave
Pre-Sales
CYBERFORCE
Partner Offer
Sales
Post-Sales
Enablement ROI Simple Partner Portal Access

Support Offerings
Eliminates Partner NFR

Not-for-Resale
Specializations
Subscription Cost to Improve ROI
Staying Informed
Summary
Powerful Self-Service Reporting
Capabilities
NFR DISCOUNT:
SAVING NEARLY $30K
Welcome INCREASED NFR DISCOUNT & SUBSCRIPTION ELIMINATION
Diamond Innovator NFR Without Product Evaluation System
SKU NFR Unit Price Year 1 Year 2 Year 3 Total
NextWave Benefits
PA-850 (6) $3,800 $22,800 $22,800

1 Year SW + Support (6) $920 $5,520 $5,520 $5,520 $16,560
Rules of Engagement Panorama NFR $0 $0 $0 $0 $0
Partner Enablement Success Panorama Support $1,000 $1,000 $1,000 $1,000 $3,000
Pre-Sales AutoFocus NFR $7,000 $7,000 $7,000 $7,000 $21,000
CYBERFORCE TOTAL $63,360
Sales
Post-Sales
Enablement ROI Diamond Innovator NFR With Product Evaluation System*

SKU NFR Unit Price Year 1 Year 2 Year 3 Total
Support Offerings
PA-850 (6) Minimum Requirement $3,800 $22,800 $22,800
1 Year Support ONLY (6) $610 $3,660 $3,660 $3,660 $10,980
Not-for-Resale
NFR License Subscription EVAL $0 $0 $0 $0
Specializations
Panorama EVAL EVAL $0 $0 $0 $0
Staying Informed AutoFocus EVAL EVAL $0 $0 $0 $0
Summary TOTAL $33,780
*Diamond / Platinum Innovators can partners can self-provision 15, 30 or 60-day software evaluation feature licenses, with up to three (3) 15 or 30-day extensions per opportunity.
32
*Innovators can self-provision 15 or 30-day evaluation software feature licenses, with up to three (3) 15 or 30-day extensions per opportunity.
WHY INVEST IN
SPECIALIZATIONS
Welcome
NextWave Benefits

TRAPS CLOUD SPECIALIZED PUBLIC CLOUD SPECIALIZED
Rules of Engagement
Pre-Sales
CYBERFORCE
Sales
Post-Sales
Enablement ROI
Support Offerings
New Routes- Strengthen Boosted
to-Revenue Differentiation Margins
capitalize on markets build product specific specialized partners
Not-for-Resale
in transition or large expertise and get highest deal
Specializations markets in need of business practice registration for first
technical expertise year in recognition
of investment
Staying Informed
Summary

NEXTWAVE TRAPS
SPECIALIZATION REQUIREMENTS
Welcome
NextWave Partner Program NextWave Traps Specialization Requirements
NextWave Requirements Performance Requirements
NextWave Country Sets Active Partner: At Least 1 Deal in the area of Specialization in Past 4 Quarters* Required
NextWave Benefits Sales & Technical Capability Requirements (Credential Expiration = 24 Months)
NextWave Program Discounts Pre-Sales: Palo Alto Networks-accredited Systems Engineer – PSE : Endpoint - Associate 2
Post-Sales: Palo Alto Networks – Accredited Systems Engineer – PSE : Endpoint – Professional 2
Rules of Engagement
Contract/Addendum: NextWave Partner & Foreign Corrupt Practices Act Required
Pre-Sales
Customer Support: Select One
CYBERFORCE
1. Resell Premium Support Direct from Palo Alto Networks (US & Canada Only)
Required
Sales 2. Resell Partner Enabled Support from ASC (Distributor/Partner)
3. Become a Authorized Support Center (ASC) & Resell Partner Enabled Support
Post-Sales
Not-For-Resale: 250 Traps Endpoint w/ Minimum One Year + Standard Support Required
Enablement ROI
Professional Services: Traps Certified Professional Services Partner Recommended
Support Offerings * Annual Compliance is July 31, but partners get a minimum 12-months to meet or exceed requirements
Not-for-Resale
Specializations
Staying Informed
Summary

NEXTWAVE TRAPS CLOUD
Welcome
NextWave Partner Program NextWave Traps Cloud Specialization Requirements
NextWave Country Sets Active Partner: At Least 1 Deal in the Area of Specialization in Past 4 Quarters* Required
NextWave Program Discounts Pre-Sales: Palo Alto Networks-accredited Systems Engineer – PSE : Endpoint - Associate 2
Rules of Engagement
Contract/Addendum: NextWave Partner & Foreign Corrupt Practices Act Required
Pre-Sales 1. Resell Premium Support Direct from Palo Alto Networks (US & Canada Only) Required
2. Resell Partner Enabled Support from ASC (Distributor/Partner)
CYBERFORCE
Sales Not-For-Resale: 250 Traps Endpoint w/ Minimum One Year + Standard Support Required
Post-Sales Professional Services: Traps Certified Professional Services Partner Recommended
Enablement ROI
* Annual Compliance is July 31, but partners get a minimum 12-months to meet or exceed requirements
Support Offerings
Not-for-Resale
Specializations
Staying Informed
Summary

NEXTWAVE PUBLIC CLOUD
Welcome
NextWave Partner Program NextWave Public Cloud Specialization Requirements
NextWave Country Sets Active Partner: At Least 1 Deal in the Area of Specialization in Past 4 Quarters* Required
NextWave Program Discounts Pre-Sales: Palo Alto Networks-accredited Systems Engineer – PSE: Public Cloud – Associate 2
Pre-Sales: Palo Alto Networks-accredited Systems Engineer – PSE: Data Center – Associate Recommended
Rules of Engagement
Post-Sales: Palo Alto Networks Certified Network Security Engineer (PCNSE 8.x) 2
Pre-Sales
Contract/Addendum: NextWave Partner / Public Cloud & Foreign Corrupt Practices Act Required
CYBERFORCE
Sales
1. Resell Premium Support Direct from Palo Alto Networks (US & Canada Only)
Required
Post-Sales 2. Resell Partner Enabled Support from ASC (Distributor/Partner)
3. Become a Authorized Support Center (ASC) & Resell Partner Enabled Support
Enablement ROI
Cloud Engineering Expertise: Public Cloud Certified Engineers/Architects 5
Support Offerings
Marketing: Joint Events Required
Managed Services Program Business Plan: Annual Required
Not-for-Resale
* Annual Compliance is July 31, but partners get a minimum 12-months to meet or exceed requirements
Specializations
Staying Informed
Summary

OPTIMIZING
PROCESSES & SYSTEMS
Welcome

PARTNER RELATIONSHIP MANAGEMENT (PRM)
NextWave Benefits
Rules of Engagement
Pre-Sales
CYBERFORCE
Improves Partner Provides Segmented Customized
Sales
Engagement Experience Reporting
Post-Sales
Enablement ROI
Services Opportunities Effective Partner Activity Automatically Real-Time Distribution

Support Offerings Management Differentiates Between Reports & NextWave
Managed Services Program & Easy-to-Use Distributors and Partner Compliance
Not-for-Resale Simplified Interface Partners Tracking
Specializations
Staying Informed
Summary

MDF: FUELING
CREATIVITY & GROWTH
Welcome
NextWave Country Sets OVERVIEW CHANGES

NextWave Benefits
· Proposal-Based MDF · Simplified Approval Process
NextWave Program Incentives · Funds Qualified Portion · Increased Visibility & Tracking
Rules of Engagement of Third- Party Expenses
Partner Enablement Success · Clearer Program Guidelines
Pre-Sales
· 90 days to Submit
Reimbursement Request · New Reporting to Measure &
CYBERFORCE
Review Program Effectiveness
Sales
Post-Sales
Enablement ROI
Support Offerings MDF APPROVAL PROCESS
1 2 3 4 5
Not-for-Resale
Specializations Submit Execute Submit

PO Issued Partner
Pre-Approval Marketing Reimbursement
Marketing Development Funds Upon Approval Paid
Request Activity Claim
Staying Informed
Summary

STAYING INFORMED
Welcome
NextWave Benefits
NEXTWAVE
MONTHLY PARTNER CHANNELS
LINKEDIN
NEWSLETTER WEEKLY
GROUP
Rules of Engagement NextWave: Every Friday
General Partner A source of updates, 5 Key Items
Information news & content
Pre-Sales
CYBERFORCE
Sales
Post-Sales
Enablement ROI
Services Opportunities QUARTERLY NEXTWAVE

Support Offerings PARTNER WEBINAR
Managed Services Program Covers previous quarter highlights TWITTER
and current quarter priorities Follow
Not-for-Resale
@NextWavePartner
Specializations to Get Real-Time
Marketing Development Funds Updates
Staying Informed
Summary

SUMMARY:
NEXTWAVE ELEVATES YOUR SUCCESS BY...
Welcome
O N
T I
TIA EX
PA
EN
NextWave Benefits
R N
E
D
F
IN
DI
G
Rules of Engagement
G
Partner Enablement Success LIN
Pre-Sales
ENAB
CYBERFORCE
Sales
Post-Sales
Enablement ROI
EMP
Support Offerings

OW
NG
Not-for-Resale
ER
CI
Specializations
AN
G
I N

SU N H
Staying Informed CC E
E SS
Summary


BETTER
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Nextwave Partner Interactive Guide PDF

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BETTER

Marketing Development Funds Regards,

NextWave Partner Program

NextWave Country Sets

Partner Enablement Success

Managed Services Program

3 © 2019 Palo Alto Networks, Inc.

NextWave Partner Program

NextWave Country Sets

NextWave Program Discounts

NextWave Program Incentives

Partner Enablement Success

CYBERFORCE INCREASING ENABLING OPTIMIZING

Managed Services Program

Not-for-Resale Referral & Rebate Dedicated Managed Deal Approval Automation

4 © 2019 Palo Alto Networks, Inc.

NextWave Partner Program

NextWave Country Sets

Managed Services Program

5 © 2019 Palo Alto Networks, Inc.

NextWave Partner Program

NextWave Program Discounts

Partner Enablement Success

Specializations > > > 5,787

6 © 2019 Palo Alto Networks, Inc.

NextWave Partner Program

NextWave Country Sets Performance Requirements

NextWave Benefits Country Set A1 $200,000 $5,000,000 $15,000,000

NextWave Program Discounts Country Set A $100,000 $1,500,000 $5,000,000

Marketing Development Funds Business Requirements

Summary Apply Prop 65 Warning Associated with the PA-220 Family

*In Country Set C Only: PA-220 or higher required

NextWave Partner Program

NextWave Requirements Norway

All others are Country Set C at this time

NextWave Partner Program

NextWave Country Sets

Managed Services Program Empower

Specializations NextWave Logo X X X

Marketing Development Funds Partner Portal X X X

Staying Informed Certified Professional Service Provider X X

NFR Discount Applies to Hardware MSRP Only

NextWave Partner Program

NextWave Country Sets

NextWave Program Incentives

Rules of Engagement MATURE COUNTRIES (APAC & JAPAN)

Enablement ROI Austria France Italy Spain

Marketing Development Funds

Staying Informed ALL OTHER COUNTRIES ARE EMERGING

10 © 2019 Palo Alto Networks, Inc.

NextWave Program Discounts Premium Support 15% 15% 15%

Partner Enabled Premium Support*** N/A 35% 35%

Pre-Sales No Deal Registration/No Partner Selected

CYBERFORCE Products 10% 10% 10%

Subscriptions 10% 10% 10%

Services Opportunities Professional Services 5% 5% 5%

Backline Bundle 10% 10% 10%

Specializations Premium Support 15% 15% 15%

Partner Enabled Premium Support*** N/A 35% 35%

NextWave Program Discounts Premium Support 15% 15% 15%

Partner Enabled Premium Support N/A 35% 35%

Pre-Sales No Deal Registration/No Partner Selected*

CYBERFORCE Products 15% 15% 15%