Anar Desai - Inside the Channel Evolution of Palo Alto Networks

Episode notes

This week on Partnerships Unraveled, we’re joined by Anar Desai, VP of Ecosystems at Palo Alto Networks, a company that’s grown from 5,600 to over 19,000 employees during his tenure. Anar shares a front-row perspective on leading channel strategy through explosive growth, shifting from single-product sales to platform-led transformation , and embedding AI into both partnerships and operations. In this episode, Anar unpacks: - Why in-person presence and improvisational skill matter more than ever in channel roles. - How platformization is redefining partner value, especially through long-term services. - The real AI opportunity in the channel, boosting enablement, collapsing sales cycles, and driving revenue. - Why integrity, intentionality, and transparent feedback loops are essential for trust and longevity in partnerships. Whether you’re building a next-gen partner program or navigating the delicate balance of incentives and alignment, Anar’s insights are a must-listen for anyone operating at the intersection of growth and ecosystems.

• Pax8 Roadshow Special - Gene Kim60 / 100
• Pax8 Roadshow Special - Nihil Morjaria67 / 100
• Thomas Christensen - Win-Win-Win63 / 100
• Sam Valme - The secret power of channel evangelism
• Elisabeth De Dobbeleer & Jason Gallo - Cisco 360 Partner Program Deep Dive