What Happened:
Palo Alto Networks VP emphasized that while hybrid work persists, in-person presence remains crucial in partnership roles.
The cybersecurity company’s transformation from a single-product firewall company to a multi-platform provider is reshaping its partner program. Desai said the company is aligning incentives to encourage partners to expand beyond resale into long-term services and platform value creation.
Desai views AI’s biggest near-term opportunity in the channel as accelerating partner enablement - helping partners learn, position, and sell new solutions faster.
These insights were discussed during Desai’s conversation on the Partnerships Unraveled podcast by Channext.
Our Take:
Desai places a premium on talent evaluation, noting that in the hybrid work environment, in-person presence and improvisational skill are more vital than ever for effective partner managers. The ability to pivot and "think on your feet" during non-scripted, high-stakes conversations with top clients or partners is essential for building confidence and achieving mutually beneficial outcomes.
He also notes that tough conversations, whether about sub-optimal performance or client dissatisfaction - must be delivered "early," and not be allowed to "go dark."
As he puts it, a slightly painful conversation today prevents a really painful conversation tomorrow, reinforcing that productive relationships are built on clear rules of engagement and the integrity to address conflict through direct phone calls or face-to-face meetings, not email.
When it comes to AI, Desai is more bullish on using it as a revenue accelerator than a cost reducer. Near-term use cases for AI in the channel are focused on buying cycles back for internal teams (e.g., account mapping, initial analysis) and creating enablement tools that allow partners to quickly position new solutions and features.
The key takeaway is that the ecosystem must adopt a philosophy of continuous experimentation with AI, emphasizing that the focus must be on "how do I do this 10 times better?" rather than simply "how do I go home early?"
Listen to the full interview with Desai here.