Palo Alto Networks demand grew faster than the team. Diamond status held.
A national reseller's Palo Alto Networks work outgrew its in-house team. We took on delivery across firewall, Prisma and Cortex, and joined their pre-sales calls, with no new hires on their side.
0 new hires needed
Diamond partner status kept
- new hires needed
- 0
- product lines covered
- 3
- partner status kept
- Diamond
- engineers on customer calls
- Pre-sales
Demand grew faster than the team.
This reseller had a solid Palo Alto Networks team. For years it covered customer demand and supported the reseller's Diamond partner status.
Then two things happened at once. Customers wanted more Palo Alto Networks deployments, and attrition and reallocation shrank the team delivering them.
The reseller already worked with outside service firms in other areas. For high-stakes Palo Alto Networks work, it wanted a firm it already knew and trusted, and it needed one quickly.
the options on the table
Hire more engineers
Six to eighteen months to build a team, at real cost, while customers waited.
Bring in a new service firm
Possible, but this was high-stakes work, and the reseller wanted a firm it had already seen deliver.
Refer work to the vendor's own services team
A strong team, but the reseller wanted to stay close to its customers and own the experience.
so they called us.
How it went.
start to now
Phase 1
Trust, earned on an earlier project
CWS delivered a high-stakes engagement for the reseller at the standard its customers expect. That set up everything that followed.
Phase 2
A look at everything we do
After that project, the reseller's leadership reviewed CWS across every service area to see where else we fit. Palo Alto Networks was one of the clearest.
Phase 3
Palo Alto Networks work starts flowing
The reseller began routing Palo Alto Networks work to CWS wherever its own team was full, and CWS picked it up without a ramp-up period.
Full portfolio
Firewall, Prisma and Cortex
CWS now delivers across the Palo Alto Networks stack: firewall deployments and migrations, Prisma cloud and SASE implementations, and Cortex XSIAM, XDR and XSOAR deployments.
Pre-sales
Engineers on customer calls
CWS engineers join customer calls during evaluation to scope deployments and answer the technical questions, which helps deals move.
In their words.
the partner's team
We can't afford to put an under-qualified engineer on a Palo Alto deployment. Our Diamond status and our customer relationships depend on it. CWS gives us a bench we trust.
What changed.
- Palo Alto Networks coverage keptAcross firewall, Prisma and Cortex, without hiring to replace the teamFull
- Partner status reinforcedConsistent delivery kept the reseller's standing with Palo Alto Networks strongDiamond
- Deals moveEngineers on evaluation calls help deals through the pipelineFaster
- Quality on high-stakes workOne firm the reseller already knows, on every Palo Alto Networks engagement it routes to usTrusted
- Capacity at the reseller's paceScoping and deployment timed to the reseller's sales cycleOn demand
- Trust grew into new areasThe Palo Alto Networks role was earned on earlier work, then extended into other security practicesExpanded
Why it worked.
the short version
Trust came first
The relationship started with a different project, delivered at a standard that raised the reseller's expectations. That led its leadership to look at where else CWS could help, and Palo Alto Networks was the answer.
The whole Palo Alto Networks stack
Firewall, Prisma and Cortex, covered by experienced engineers ready to start.
Fast, and always in the loop
CWS moved quickly and kept the reseller informed throughout: progress, roadblocks and scope changes raised early, in time with its sales cycle.
Built to work with partners
How CWS works, from how our engineers show up to how delivery is run, is designed to strengthen the reseller's relationship with its customers.
what's next
CWS keeps growing its part in the reseller's Palo Alto Networks practice as demand grows, and the two firms are building new service offers together that take the relationship into new areas.
More Palo Alto Networks work than team?
We deliver as CWS, by name, under your relationship. The client stays yours.