Palo Alto Network Aggressively Pursues MSSPs

By Ericka Chickowski  |  Print this article Print

Palo Alto Networks has struck partnerships with a host of big players in the managed security services market.

Less than a month after naming a new CEO, next-gen firewall developer Palo Alto Networks is reconfirming its commitment to channel growth with an announcement this week of partnerships with some of the biggest managed service providers in the security market. The heavy-hitters on the Palo Alto Networks roster now include BT Global Services, Dell SecureWorks, Solutionary, Symantec and Verizon.

The company believes that the relationships will greatly expand the footprint of its technology, which currently runs at more than 4,500 enterprises around the world.  Unlike traditional firewalls, Palo Alto Networks' solution gives administrators the power to  deploy comprehensive application usage control policies for inbound and outbound traffic, while linking network activity to users and groups—not just IP addresses—for application visibility, policy creation, logging and reporting. Those capabilities are combined with a real-time threat prevention engine with a comprehensive URL database to block external threats, unauthorized information transfer and to put the kibosh on non-work-related surfing.

That's what drew security service provider Solutionary to the vendor.

"Palo Alto Networks has reinvented the firewall, making organizations more secure while allowing them to decrease the number of disparate solutions they are supporting in their infrastructure," said Jarrett Miller, vice president of channel sales for Solutionary, who says his company is helping its customers cut the cost of managing next-gen firewalls through its services. "Since Solutionary and Palo Alto Networks share an extensive reseller channel, customers will be able to more easily package products and services together for a complete solution."

Palo Alto has been on the hunt for strategic managed services partners of late and plans to continue its expansion within the managed security services provider (MSSP) market through its two-tier MSSP program. Both levels offer a full spectrum of sales and marketing support as well as in-depth technical training and accreditation for managing its firewall systems.

The unveiling of its newest MSSP partners follows closely on the heels of the introduction of Palo Alto's new CEO, Mark McLaughlin, who came from  a post as CEO of VeriSign to lead his new company. Over the past year the upstart vendor has doubled its headcount and made $200 million in bookings while achieving positive  cash flow over five consecutive financial quarters.