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Palo Alto Networks

Creating partner momentum in a competitive vendor environment

The challenge

Palo Alto Networks were looking to engage their partners in a global, incentive-driven, partner marketing campaign. Their wish list included;

  • Initially target EMEA and then roll out in to the US and APAC regions
  • To be able to track and measure partners throughout the campaign stages
  • To incentivise partners with rewards based on upload of evidence of campaign activity


Key features

  • Partner Engagement Focus
  • Interactive education & incentivisation necessity
  • Campaign Launch and on-going communications
  • Scalable globally


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Palo Alto 2-1


Sherpa developed a visual identity and incentivisation structure to engage and drive valuable behaviour from Palo Alto’s partner community.

We then created a user-friendly platform that engages partners, distributes material and interacts with the partners through out the education, activation and incentivisation process.

To ensure a smooth launch, Sherpa supported with the communications at each stage of the initiative, as well as the creation of all campaign material and collateral.

Key stats

signed up partner teams EMEA
signed up partner teams US/APAC
active users
registered partners


  • Over 160 Partner Team signed up to the program, across 31 countries globally.

  • There are over 400 active partner users – and over 600 registered partners.

  • The programme was supported by a launch campaign during the “Stages” of Triathlon both via email, via Partner events and social media.

Related services


Today’s channel requires new coverage models, timely communications, advisory management and interaction. We manage partner engagement programmes and activities that drive joint success.


Managed partner enablement ensures rapid time to cash for new partners, mobility & growth of current partners and high levels of end-customer satisfaction. Excellence in channel enablement requires thought.