NextWave Partner Program

Product Specializations Engagement Points Guide

Overview
The NextWave Partner Program provides partners access to tools to showcase the power of
Palo Alto Networks security solutions. These tools are extremely effective in creating sales
conversations and demonstrating product features. By utilizing the tools below, partners will
introduce value in the sales cycle by analyzing environments, identifying risks and educating
customers on how they can strengthen their security posture.

How Engagement Points Work

• Partner tool usage is measure in engagement points.

• A minimum of 20 engagement points must be earned and maintained per product

specialization in a trailing 12-month period.

• Engagement points expire after one year from the date they were earned, except
for NFR points which remain valid as long as the product is active.

• Not all tools are applicable to every product specialization. This guide includes a
legend to show engagement point applicability for each tool.

• Select tools are only applicable to the MSSP Path to ensure MSSPs have a defined
service offering that is tested and validated.

© 2024 Palo Alto Networks, Inc. | NextWave Partner Program | Product Specializations Engagement Points Guide
Confidential & Proprietary Information. DO NOT DISTRIBUTE.
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Partner Eval System (PES) = 2 points per Eval
Give customers a true platform ownership experience with our comprehensive range of security subscriptions.

HW FW Compliance Criteria Resources

SW FW

SASE
• Evals must be requested through the Partner Relationship • Partner Eval System Overview
Management (PRM) portal and activated to apply.
Cloud • Partner Eval System Guide
XDR • Points for one PES activity are credited to
XSOAR each specialization.
XSIAM
• Maximum of 3 PES activities can apply to annual
requirements.

Security Lifecycle Review (SLR) = 2 points per SLR

Help customers and prospects gain deep visibility into applications used, network vulnerabilities, IoT
devices and exposure to threats and risks, and provide prioritized recommendations on the highest risks.

HW FW Compliance Criteria Resources

SW FW

SASE
• SLRs must be generated through an opportunity in the • Security Lifecycle Review Guide
Partner Relationship Management (PRM) portal to apply.
XDR • Generate a SLR Report through
• Maximum of five SLRs can apply to annual requirement. your opportunity in the PRM

• Points for one SLR activity are applied to all

four specializations.

Ultimate Test Drive (UTD) = 5 points per UTD

Give customers and prospects a guided hands-on experience of Palo Alto Networks’ highly automated
and natively integrated Security Operating Platform. Note UTD labs are available to Partner SEs with
one or more of the following technical certifications: CYBERFORCE Commander or above, any PSE
Professional, or a PCNSE, PCSFE, PCCSE, PCDRA, or PCSAE.

HW FW
Compliance Criteria Resources
SW FW

SASE
• Maximum of five engagement points per specialization • Leverage these marketing assets
Cloud
can be earned. to execute a campaign
XDR • Only UTDs with customer participants are eligible for
XSOAR engagement points.
XSIAM
• Cybersecurity Portfolio UTDs apply points to
all specializations.

• SASE UTDs apply to the SASE specialization.

• Cloud Native UTDs apply to the Prisma

Cloud specialization.

• Cloud Delivered Security Services, Network Security

Management, and Next-Generation Firewall UTDs
apply to both Hardware Firewall and Software
Firewall specializations.

• SD-WAN UTDs are not eligible for engagement

points due to system limitations

© 2024 Palo Alto Networks, Inc. | NextWave Partner Program | Product Specializations Engagement Points Guide
Confidential & Proprietary Information. DO NOT DISTRIBUTE.
2
Not-for-Resale (NFR) = 1 point per NFR device / license
Strengthen and refine your Palo Alto Networks product demo capabilities using your NFR investment.

HW FW Compliance Criteria Resources

SW FW

SASE
• Maximum of five devices / licenses can apply to • NFR Policy
annual requirement.
Cloud • NFR Purchasing Options
XDR • Engagement point applies to NFR related to
XSOAR individual specialization.
XSIAM

Sales Conversion Tools for Partners = 5 points per learning

path completion
Understand how you can utilize sales tools with your customers to drive engagement.

HW FW Compliance Criteria Resources

SW FW

SASE
• Successful completion of the learning path applies points • Learning Path (Beacon)
Cloud
to all product specializations.
XDR • Maximum of two learning path completions can apply to
XSOAR the annual requirement.
XSIAM

Partner Rules of Engagement Course (Beacon) = 5 points

per course completion
Learn about the most common partner engagement situations and how you can use the Partner Rules
of Engagement to help define and guide your engagement with Palo Alto Networks.

HW FW Compliance Criteria Resources

SW FW

SASE
• Successful completion of the course applies points to all • Learning Path (Beacon)
Cloud
product specializations.
XDR • Maximum of one course completion can apply to the
XSOAR annual requirement.
XSIAM

© 2024 Palo Alto Networks, Inc. | NextWave Partner Program | Product Specializations Engagement Points Guide
Confidential & Proprietary Information. DO NOT DISTRIBUTE.
3
Applicable to MSSP Path only

Service Implementation Plan (SIP) = 20 points per SIP

Complete the Service Implementation Plan and use the Partner Eval System (PES) or
Not-for-Resale (NFR) device/license to test and validate your managed service offering.

HW FW Compliance Criteria Resources

SW FW

SASE
• Minimum of 1 Service Implementation Plan • Partner Evaluation System Overview
submission recommended.
Cloud • NFR Policy
XDR

XSOAR
• NFR Purchasing Options
XSIAM • Service Implementation Plan

• Service Implementation Plan

Submission Form

Product Code Version Validation (PCV) = 10 points per PCV

Document in your Service Implementation Plan that your managed service offering is running the
current version of code for the Palo Alto Networks product.

HW FW Compliance Criteria Resources

SW FW

SASE
• Minimum of 1 Product Code Version Validation • Partner Evaluation System Overview
recommended per fiscal year to maintain
Cloud • NFR Policy
XDR
specialization. If there is a codeversion update
in the same calendar year, the partner is • NFR Purchasing Options
XSOAR
required to be up to date and submit the
XSIAM • Product Code Version Validation Form
Product Code Version Validation Form.

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and the Channel Rules of Engagement.

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