Palo Alto Networks has announced the next generation of its NextWave Partner Program, marking a significant shift in how partners are rewarded in the AI-driven cybersecurity era. The evolved program moves beyond transaction-based incentives to prioritize platformization, recognizing partners that deliver integrated, outcome-focused security solutions.
As enterprises increasingly adopt AI-powered security, the updated NextWave program encourages partners to move away from point products and toward unified platforms that span network security, cloud, and security operations centers (SOC). This approach reduces customer complexity while enabling partners to unlock higher-margin, service-led growth opportunities.
Available immediately, the enhanced NextWave Partner Program is shaped by extensive feedback from Palo Alto Networks’ global partner community and is designed around three core benefits:
-
Enhanced Partner Margins: Simplified rebates aligned with Next-Generation Firewalls (NGFW), Next-Generation Security (NGS), and platform adoption, rewarding deep technical expertise and maximizing profitability.
-
Accelerated Deal Velocity: Improved Configure, Price, Quote (CPQ) capabilities, automated deal registrations, and enhanced service delivery tools to reduce friction and speed time to close.
-
Reinvestment for Growth: A new Partner Development Fund (PDF) allows partners to reinvest earned rebates into demand generation, training, and solution development, driving differentiation and joint customer success.
The program also introduces tailored engagement paths to support diverse partner models:
-
Managed Security Service Providers (MSSPs): Predictable, tiered pricing to help build scalable, high-margin managed security services.
-
Distributors: Expanded governance, tools, and support to accelerate Distributor-Managed Partner growth.
-
Global System Integrators (GSIs): A forthcoming Global Path designed to reward multi-region influence and strategic consulting with a premium engagement model.
-
Authorized Services Partners (ASC & APS): Real-time deployment support to ensure accurate, first-time-right customer implementations.
With this evolution, Palo Alto Networks is reinforcing its commitment to partner-led growth by enabling a platform-first approach that delivers stronger security outcomes and sustainable profitability in the age of AI.
“Our partner ecosystem is more critical than ever in addressing the demand for AI-driven security platforms. Unlike transactional programs, the NextWave Partner Program rewards ‘platformization’ over transactions, so we are empowering our partners to dismantle the complexity that leaves customers vulnerable. This program isn’t just about selling software; it’s about ensuring customers achieve total, AI-driven resilience with a single, unified defense” said Simone Gammeri, Chief Partnerships Officer, Palo Alto Networks
Hugues Foulon, CEO, Orange Cyberdefense, stated, “The NextWave Partner Program serves as a catalyst for deeper strategic collaboration and trust between Palo Alto Networks and Orange Cyberdefense. By increasing transparency, especially around team incentives, we are able to align our efforts more closely, foster co-innovation, and tailor Palo Alto Networks’ solutions to better safeguard our joint customers against evolving cyber threats.”