Intelligent CISO Issue 43 - Page 76

As a global distributor , we align with the global resellers in the channel to deliver and execute on their projects .
Kylie Wilkinson , EMEA Vendor Product Manager at Westcon-Comstor , Palo Alto Networks
covers the SMB space ; it helps branches and smaller offices . It fully encompasses the SMB market that needs the top end security , still at a smaller environment , and it ' s making it very clear that even if you are in a small environment , your data is still data . It ' s still sensitive information .

As a global distributor , we align with the global resellers in the channel to deliver and execute on their projects .

Hackers still want it . They don ' t care who they ' re hacking , they want the data , so securing that is pretty much the SMB phase , and from the PA-400 series that ' s the main goal .
How does Palo Alto set itself apart from others in the network security market ?
KW : As mentioned , it has been a leader in the Gartner Magic Quadrant side for nine years . It has also subsequently spent a lot of money on R & D and through a lot of acquisitions over time to ensure that its suite is fully comprehensive . It now covers everything from SOAR , XDR , cloud security , firewall security and virtualised security . So , its really grown to make sure that it has a full suite of offering for all types of businesses .
How do you work with Palo Alto to pass on the benefits of these solutions to end-users in this region ?
BM : Palo Alto has a fantastic partner programme , which is strictly tier model . So , we just ensure that the true value path is carried right through to the enduser by having best-of-breed technologies and partners with the correct focus and skill . We just ensure that we meet all the demands that are thrown at us .
How do you work with the channel in this region ?
BM : We work through a partner programme ; we initially sign up as a registered partner , and through the distribution we drive enablement certification . This gives the channel ability to drive sales , create demand and ultimately ensure the best customer satisfaction overall experience with using the technology . And as the partners develop , they move up in the tiers of the partner programme .
As a global distributor , how do you work with the channel to fulfil global projects for the end-user ?
BM : As a global distributor , we align with the global resellers in the channel to deliver and execute on their projects . We have a team of engineers across the globe to assist partners where and when necessary . We also have a global supply chain to execute them getting out to deliver throughout the world where a partner may not necessarily have the presence to do it . u
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