Palo Alto Networks NextWave Programme accelerates partner profitability

Palo Alto Networks announced the next generation of its NextWave Partner Programme, fundamentally redefining partner profitability for the AI era. As the industry moves toward AI-driven security, NextWave moves beyond transactional volume to reward partners who deliver platform-centric security outcomes.

The evolved programme enables the entire partner ecosystem to move away from the ‘point-product’ trap. By focusing on platformisation, Palo Alto Networks enables partners to integrate their customers’ security stacks across the network, cloud, and SOC—reducing complexity while increasing high-margin, partner-led service opportunities.

Available to partners now, the new NextWave Partner Programme is built on direct feedback from the global partner community, focusing on three transformative benefits:

• Enhancing partner margins: Streamlined rebates focus on Next-Generation Firewalls (NGFW), Next-Generation Security (NGS) and platformisation to reward technical expertise and maximise profitability.
• Accelerating deal velocity: Enhanced Configure, Price, Quote (CPQ) and new automated deal registrations, combined with improved service delivery tools, to reduce friction and speed up time to close. 
• Reinvesting for growth: A new Partner Development Fund (PDF) reinvests earned rebates directly into partner-led demand generation, training, and solution development to drive differentiation and accelerate joint customer success.

With tailored paths for every partner:

• Managed Security Service Providers (MSSPs): Predictable, tiered pricing to build high-margin managed services to ensure accelerated outcomes.
• Distributors: Enhanced capabilities, governance and support for Distributor Managed Partner growth.
• Global System Integrators (GSIs): A “Global Path” rewarding multi-theater influence and strategic consulting with a white glove experience, coming later this year.
• Authorised Services (ASC & APS): Real-time deployment assistance to ensure “first time-right” customer implementations.

Simone Gammeri, Chief Partnerships Officer, Palo Alto Networks, said: “Our partner ecosystem is more critical than ever in addressing the demand for AI-driven security platforms. Unlike transactional programmes, the NextWave Partner Programme rewards ‘platformisation’ over transactions, so we are empowering our partners to dismantle the complexity that leaves customers vulnerable. This programme isn’t just about selling software; it’s about ensuring customers achieve total, AI-driven resilience with a single, unified defence.”

Hugues Foulon, CEO, Orange Cyberdefense also commented: “The NextWave Partner Programme 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.”