Technology

Palo Alto Networks has launched the next generation of its NextWave Partner Program, introducing a platform-focused model designed to increase partner profitability and accelerate AI-driven cybersecurity outcomes.

Announced from Dubai on February 11, 2026, the updated programme shifts away from transaction-based incentives toward what the company calls “platformization” — rewarding partners that deliver integrated, platform-centric security solutions and high-value services.

The cybersecurity firm said the revamped framework is built around partner feedback and reflects growing demand for AI-enabled, outcome-based security platforms across enterprise environments.

Focus on Platformization and Service-Led Growth

Under the new model, Palo Alto Networks is encouraging partners to move beyond point-product sales and instead integrate customer security stacks across network, cloud, and security operations centres (SOC). The goal is to reduce operational complexity while creating more opportunities for partner-led, high-margin services.

The NextWave update introduces revised incentives and operational tools aimed at strengthening technical specialization and long-term service delivery capabilities.

Three Core Program Enhancements

According to the company, the evolved NextWave Partner Program centers on three main benefit areas:

1. Enhancing partner margins: Streamlined rebates tied to Next-Generation Firewalls (NGFW), Next-Generation Security (NGS), and platform-based deployments, with rewards linked to technical expertise and solution depth.

2. Accelerating deal velocity: Upgraded Configure, Price, Quote (CPQ) systems and automated deal registration processes designed to reduce friction and shorten sales cycles.

3. Reinvesting for growth: Introduction of a Partner Development Fund (PDF) that channels earned rebates into partner-led demand generation, training, and solution development initiatives.

Tailored Tracks for Different Partner Types

The program introduces differentiated engagement paths based on partner roles:

1. Managed Security Service Providers (MSSPs): Predictable, tiered pricing models to support scalable, high-margin managed security services.

2. Distributors: Expanded governance, tooling, and support for distributor-managed partner ecosystems.

3. Global System Integrators (GSIs): A forthcoming Global Path model to reward cross-region strategic consulting and multi-theatre influence.

4. Authorized Services Partners (ASC & APS): Real-time deployment support to improve first-time-right implementation outcomes.

Executives Highlight AI Security Demand

Simone Gammeri, Chief Partnerships Officer at Palo Alto Networks, said the partner ecosystem plays a critical role in meeting rising demand for AI-driven security platforms.

He noted that the program is designed to reward platform-led security outcomes rather than pure sales volume, helping partners reduce customer risk through unified, AI-enabled defenses.

From a regional perspective, Samer El Kodsi, Regional Vice President of Sales for Gulf and North Africa, said Middle East customers are increasingly seeking fast, outcome-based security that is continuously managed. He added that the updated program supports this shift by rewarding specialization and removing operational friction through improved quoting and registration tools, while also addressing rising MSSP demand with structured pricing models.

Eyad Aleriksousi, Senior Director of Channel Sales for Emerging Markets, said the initiative aims to help partners build repeatable, profitable practices while executing faster and more efficiently.

Industry Partner Response

Hugues Foulon, CEO of Orange Cyberdefense, said the revised NextWave framework strengthens collaboration and transparency between Palo Alto Networks and its strategic partners, enabling closer incentive alignment and co-innovation to better protect joint customers from evolving cyber threats.

The new NextWave Partner Program is now available to partners globally.

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