NextWave

Partner Program
4.0

Samy Mosbah
Channel Systems Engineer
What’s Working | NextWave Partner Program

➔ FY’23

● $5B+ in deal registered pipeline

● $2.5B+ in deal registered bookings

● ~8,000 deal registered new customers

● 12th consecutive year earning CRN 5-Star Program

● 5th consecutive year earning Canalys Cybersecurity

Channel Champion

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Continuously Listen, Learn & Act

Company Security Industry

Customer Global Economy

Partner Ecosystem Partner Satisfaction Survey

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 A new program framework to breakaway from the competition

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NextWave Framework | Summary of Enhancements

FROM TO

● Multiple programs resell + managed, professional, ● One program NextWave w/ 5 paths to success
support & training services
● Focus on backend rebate incentives
● Focused on frontend discount incentives
● Partner Perks sales incentive for partner reps
● No sales rewards incentive for partner sales reps
● Differentiation = Product & Services Specializations
● Differentiation = Product Specializations + Proficiencies

● Complex Program Req Options ● Streamlined Program Reqs

● Services programs: ASC, ATP & CPSP ● Services Specializations ASC, ATP & CPSCP

● No path for services-only partners ● Dedicated Services Partner Path

● No Reqs to become Authorized Distributor ● Consistent, Global Reqs to become Authorized

Distributor
● No Path for Partners wanting to Use CSPs
● Dedicated CSP Path

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Embrace New Partner Types | Optimize Routes to Market

1 Program → 5 Paths to Success

Services Solution Managed Security Distributor Cloud Service

Partner Provider Service Provider Provider

Refer business to PANW Resell and/or integrate Build, sell & remotely Extend PANW partner Offer a cloud-based
through consulting, PANW products & manage PANW-based reach by addressing platform, infrastructure,
professional, training & services security services global demand for application, and/or
risk liability services PANW products, services storage services
& support

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Enable Differentiation | Beyond NGFW Expertise

Product Service
Specializations Specializations Proficiencies

Recognize expertise in specific Recognize expertise in specific Highlights additional capabilities

PANW technology areas of PANW service delivery in specific focus areas

Network Security Managed Services Product

Next-Generation Security Professional Services Services
Support Services Market/Industry
Training Services

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NextWave
Partner Program
Solution Provider Path

© 2023 Palo Alto Networks, Inc. All rights reserved. Proprietary and confidential information.
Contents

> Overview
> Levels
> Summary of Enhancements
> Incentives & Benefits
> Requirements
> Resources

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Solution Provider Path | Overview

NextWave Solution Providers resell and / or integrate Palo Alto Networks products and
services to create solutions that deliver business outcomes for customers

Partners Palo Alto Networks Customers

Enable differentiation, Deliver best of breed Comprehensive cybersecurity
enhance profitability, expand technology at scale through delivered by an ecosystem of
opportunities & empower an extensive partner network trusted partner experts
success

Visit the Solution Provider Path on the NextWave Partner Portal to learn more

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Solution Provider Path | Levels

Entry level with the Recognized for having Recognized for having Highest level and
ability to earn focused expertise broad expertise with recognized for having
specialization & with PANW products PANW products & the broadest
proficiency & services services expertise with PANW
products & services

Limited Breadth of Palo Alto Networks Portfolio Expertise Extensive

Note: Partners entering the program may choose to join with a Distributor, a Marketplace, or both.

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Solution Provider Path | Summary of Enhancements

FROM TO

➔ Focus on front-end discounts ➔ Focus on back-end rebates

➔ Complex discounts with many add-ons ➔ Simplified discounts that are clear and consistent

➔ Partner Perks sales rewards - an ongoing incentive

➔ Time-bound promotions for partner sales reps
for partner sales reps

➔ Specialization(s) required for Innovator and higher,

➔ Specialization optional for all partner levels
plus CPSP Specialization requirement for Diamond

➔ Streamlined requirements that are easy to

➔ Too many options to fulfill path requirements
understand

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Solution Provider Path | Incentives Overview

Discounts Rebates Partner Perks

Shifting focus away from front-end Offering more back-end rebates Sales rewards incentive to reward
discounts such as Partner Value to allow more predictable partner reps for accelerating the
and Specialization Incentives profitability adoption of PANW products

Base Discount Expertise Rebates PANW Portfolio

10% Specialization & Proficiency NGFW | SASE | Cloud
Cortex | Unit 42
Standard Discount Opportunity Rebates
14% - 30%* New Customer & Tech Lift New Customer Bonus

Deal Registration Incentive

+8% added to Standard

*Partner suggested product discounts

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NextWave | Partner & Distributor Rebates
Launching
Oct 2

Rebate Rebate Deal Eligibility

2% Specialization: Deal Reg / Submission Hardware Firewall + Any 3 CDSS or Bundle

Hardware Firewall

Expertise 5% Specialization:
Software Firewall, SASE, Cloud & Deal Reg / Submission Software Firewall, SASE, Cloud & Cortex XDR &/or XSOAR
Specialized & Proficient Cortex (XDR & XSOAR)

Partners
Deal Reg / Submission CDSS 5G (BND-CORESEC) or SASE 5G (PAN-SASE-NET-BUSINESS)
2% Proficiency:
5G & Unit 42 Cyber Risk Management
Deal Reg / Submission Cyber Risk Management, No NSP

Rebate Rebate Deal Eligibility

Opportunity 2% New Customer

Deal Reg / Submission Hardware Firewall, Software Firewall, CDSS, SASE, Cloud &/or
Cortex (XDR, XSOAR, Xpanse & XSIAM)
Innovator (including MSSP)
Platinum and Diamond 2% Tech Lift Deal Reg / Submission or PANW-Initiated w/ Partner-Led SLR or Customer Evaluation

Rebate Rebate Deal Eligibility

Deal Reg / Submission Hardware Firewall + Any 3 CDSS or Bundle, Software Firewall,
3% Innovator SASE, Cloud &/or Cortex (XDR, XSOAR, Xpanse & XSIAM)
Accelerate
Distributor 2% Registered
Deal Reg / Submission Hardware Firewall + Any 3 CDSS or Bundle, Software Firewall,
SASE, Cloud &/or Cortex (XDR, XSOAR, Xpanse & XSIAM)
NextWave | Partner Rebates
Rebate Deal Eligibility

2% Specialization:
Deal Reg / Submission Hardware Firewall + Any 3 CDSS or Bundle
Hardware Firewall

Expertise 5% Specialization:
Software Firewall, Prisma SASE, Deal Reg / Submission Software Firewall, SASE, Cloud, Cortex XDR, Cortex XSOAR
Prisma Cloud, Cortex XDR, Cortex XSOAR
Specialized & Proficient
Partners 2% Proficiency:
Deal Reg / Submission Cyber Risk Management, No NSP
Cyber Risk Management

5% Proficiency: Deal Reg / Submission CDSS 5G (BND-CORESEC) or

5G SASE 5G (PAN-SASE-NET-BUSINESS)

Rebate Deal Eligibility

Deal Reg / Submission Hardware Firewall, Software Firewall, CDSS, SASE, Cloud
Opportunity 2% New Customer Cortex (XDR, XSOAR, Xpanse, XSIAM)

Innovator (including MSSP),

Platinum & Diamond Deal Reg / Submission or PANW-Initiated with Partner-Led SLR or
2% Tech Lift Customer Evaluation

View the NextWave Rebates Guide for more information

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NextWave | Partner Perks

Partner Perks is a new sales rewards incentive designed to reward

partner sales reps for accelerating the adoption of PANW products

How it Works:
Rewarding deal registered / deal submitted product sales, deal size and new customer through a tiered
points incentive. Points can be redeemed for various prizes, such as e-gift cards.

Points USD equivalent

Cortex
Hardware NGFW Virtual NGFW Unit 42 Prisma SASE Prisma
(XDR, XSOAR,
(PA-Series) (VM-Series) (Proactive Services) (Access, SD-WAN) Cloud
XSIAM, Xpanse)
$25K - $49K $500 $500 $500 $0 $0 $0
$50K - $249K $750 $750 $750 $1,000 $1,000 $1,000
Total DR/DS
$250K - $499K $1,000 $1,000 $1,000 $2,000 $2,000 $2,000
Bookings
$500K - $999K $2,000 $2,000 $2,000 $3,000 $3,000 $3,000
$1M+ $3,000 $3,000 $3,000 $5,000 $5,000 $5,000
New Customer Bonus $500 $500 $500 $1,000 $1,000 $1,000

Exclusions: Renewals, Professional Services and Support plus Public Sector Organization (Federal Government, Non-Governmental Organizations (“NGOs”),
and State, Local, and Education (“SLED”) institutions (collectively, “Public Sector Organizations”) deals

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Solution Provider Path | Benefits
Registered Innovator Platinum Innovator Diamond Innovator
Enable Differentiation
Free Online Sales & Technical Training ✔ ✔ ✔ ✔
Specializations ✔ ✔ ✔ ✔
CYBERFORCE ✔ ✔ ✔ ✔
Enhance Profitability
Via Distributor
Channel Business Managers Via Distributor ✔ ✔
(N/A for Marketplace Only Partners)
Via Distributor
Field Marketing Managers Via Distributor ✔ ✔
(N/A for Marketplace Only Partners)
Product & Support Discounts Discount by Level Discount by Level Discount by Level Discount by Level
Deal Registration ✔ ✔ ✔ ✔
Deal Registration Incentive +8% +8% +8%
Expertise Rebates (Specialization & Proficiency) ✔ ✔ ✔ ✔
Opportunity Rebates (New Customer & Tech Lift) ✔ ✔ ✔
Partner Perks Sales Incentive ✔ ✔ ✔ ✔
Expand Opportunities
Palo Alto Networks-Initiated Opportunities ✔ ✔ ✔
Renewals Partner of Record ✔ ✔ ✔
Marketing Development Funds ✔ ✔ ✔
Certified Professional Services Partner ✔ ✔
Empower Success
Partner Portal Access ✔ ✔ ✔ ✔
Partner Locator Listing ✔ ✔ ✔
NFR Discount ✔ ✔ ✔ ✔

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 Solution Provider Path | Requirements
Registered1 Innovator Platinum Innovator Diamond Innovator

Performance Total Bookings or Deal Reg Pipeline Total Bookings or Deal Reg Pipeline Total Bookings or Deal Reg Pipeline Total Bookings or Deal Reg Pipeline

Country Set A1 $200K or $600K $5M or $15M $15M or $30M

Country Set A $100K or $200K $1.5M or $4.5M $5M or $15M

--
Country Set B $50K or $100K $1M or $3M $3M or $9M

Country Set C $20K or $40K $500K or $1.5M $1.5M or $4.5M

Capabilities & Engagement

Sales

Technical Pre-Sales 3 Product Specializations

-- 1 Product Specialization 2 Product Specializations

Technical Post-Sales
1 CPSP Service Specialization3

At least 4 FTEs each with minimum 1 At least 5 FTEs each with minimum 1
Certified Full-Time Engineers -- -- advanced technical cert2 in advanced technical cert2 in
corresponding specializations corresponding specializations

Business Requirements

NextWave Solution Provider

Agreement & Foreign Corrupt ✔ ✔ ✔ ✔
Practices Act

Note: Chart in US dollars | 1Registered partners in the program for 2 years with $0 bookings & $0 pipeline will be removed | 2Eligible advanced technical certs include PSE Professional, PCNSE,
PCNSC, PCSFE, PMRC, PMSC, PCCSE, PMCC, PCDRA, PCSAE, PMRuA, PMRnA, PMXdS, PMXdC, PMXrC | 3CSPS Service Specialization in a corresponding Product Specialization required

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NextWave | Country Sets
Norway
Sweden
B
B
US/CANADA Denmark
Netherlands B
B

Germany
Canada Finland
A
A B
United Kingdom
A
Switzerland
B
United States France
A1 A Italy India
B B Japan
Qatar A
Spain
B
B

Mexico United Arab

B Singapore
Belgium Emirates
B
B B

Brazil Kingdom of
B Saudi Arabia Australia
B B

All others are Country Set C at this time REST OF WORLD

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 Product Specializations | Requirements
Hardware Software Prisma Prisma Cortex Cortex
Firewall Firewall SASE Cloud XDR XSOAR

Capabilities

Sales 2 Sales Product 3 Sales Product 3 Sales Product 3 Sales Product 3 Sales Product
3 Sales Product
# of Sales Resources Specialist (SPS) - Specialist (SPS) - Specialist (SPS) - Specialist (SPS) - Specialist (SPS) -
Specialist (SPS) - Cloud
w/Certification Hardware Firewall Software Firewall SASE XDR XSOAR

Technical Pre-Sales 1 PSE: Strata 2 PSE: Software 2 PSE: SASE 2 PSE: Prisma Cloud 2 PSE: Cortex 2 PSE: Cortex
# of Engineers w/Certification Professional Firewall Professional Professional Professional Professional Professional

Technical Post-Sales 1 (PCNSE or PCNSC1) 2 (PMRuA, PMRnA, 2 (PCDRA, PMXdS

1 (PCNSE or PCNSC1) 2 (PCCSE or PMCC1) 2 (PCSAE or PMXrC1)
# of Engineers w/Certification and 1 PCSFE3 PMRC1 or PMSC1) or PMXdC1)

Engagement

20 Engagement 20 Engagement 20 Engagement 20 Engagement 20 Engagement 20 Engagement

Customer Activity Points2 Points2 Points2 Points2 Points2 Points2

Product Specializations Engagement Points Guide

1
Micro-credential is for CPSP partners and requires attending an invitation-only CPSP training workshop. | 2Minimum of 20 engagement points must be earned and maintained per product specialization in a
trailing 12-month period. Engagement points expire after one year from the date they were earned, except for NFR points which remain valid as long as the product is active. 3PCSFE replaced the PMcNA,
PMvNA and PMkNA micro-credentials effective Aug 15, 2023. PMcNA/vNA/kNA passed up to Aug 15, 2023 will be recognized for compliance through July 31, 2024.

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Product Specializations | Engagement Points
HW FW
HW FW
SW FW Partner Eval System (PES) = 2 points per Eval Not-for-Resale (NFR) = 1 point per device/license
SASE
Cloud
Give customers a true platform ownership experience SW FW Strengthen and refine your Palo Alto Networks product demo
XDR with our comprehensive range of security subscriptions. Cloud
capabilities using your NFR investment.
XSOAR

AIOps for NGFW = 2 points per AIOps HW FW

HW FW SW FW 5 Minute Fix (5MF) = 1 point per 5MF
Evaluate customers’ policy configurations and adoption, validate use SASE
Show customers and prospects how Palo Alto Networks solutions can
of best practices, and provide remediation recommendations. Cloud
SW FW XDR solve real-world security threats in just 5 minutes.
Note: Formerly known as Best Practice Assessment (BPA). XSOAR

HW FW Security Lifecycle Review (SLR) = 2 points per SLR HW FW

SW FW
Service Implementation Plan (SIP) = 20 points per SIP
Help customers and prospects gain deep visibility into applications SASE For each new managed service offering, document the offer in a
SW FW
used, network vulnerabilities, IoT devices and exposure to threats Cloud
Service Implementation Plan. Then, test and validate the managed
XDR
SASE and risks. XSOAR offering using the Partner Eval System (PES) or Not-for-Resale (NFR) Applicable
device/license.
to MSSP
HW FW HW FW
Product Code Version Validation (PCV) = 10 points per PCV Path only
SW FW Capture the Flag (CTF) = 2 points per CTF SW FW
SASE In subsequent years for each managed offering, update your SIP and
Cloud Provide a hands-on experience to customers and prospects in a Cloud
leverage the PES or NFR device/license for testing. Finally, validate that
XDR
demo environment with a competitive twist. XDR
XSOAR XSOAR
your offering is running the current version of product code.

HW FW
SW FW
Ultimate Test Drive (UTD) = 2 points per UTD
SASE Give customers and prospects a guided hands-on experience of Palo ➔ Minimum of 20 engagement points must be earned and maintained per product
Cloud
Alto Networks’ highly automated and natively integrated Security specialization in a trailing 12-month period.
XDR
XSOAR Operating Platform.
➔ Engagement points expire after one year from the date they were earned, except for
NFR points which remain valid as long as the product is active.

➔ For more information, refer to the Product Specialization Engagement Points Guide.

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 Product Specializations | Benefits

Hardware Software Prisma Prisma Cortex Cortex

Firewall Firewall SASE Cloud XDR XSOAR

Benefits

Teaming
Receive priority on Palo Alto ✔ ✔ ✔ ✔ ✔ ✔
Networks-initiated opportunities

Specialization Rebate
Earn for closing specialized product deal 2%1,2 5%2 5%2 5%2 5%2 5%2
registered / submitted opportunities

Technology Adoption Incentive

Receive additional discount when adopting 65% 65% 75% 75% 75% 75%
specialized product for internal use

Prisma Cloud Deal Referral Boost

Earn a bigger payment on Prisma Cloud -- -- -- +2% -- --
deal referrals

Enablement
Early access to product & services training
✔ ✔ ✔ ✔ ✔ ✔

Co-Marketing
Priority access to proposal-based funding
✔ ✔ ✔ ✔ ✔ ✔

1
In addition to Hardware Firewall, deal must include any 3 (or more) cloud-delivered security services (CDSS) | 2Paid on Total Contract Value TCV)

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Thank You