Providing Secuirty Solutions
A northwest based, regional systems integrator had an opportunity to penetrate a sizable business opportunity that would open up additional opportunities for the sales teams. With limited resources with the necessary skill set for a project of this scope and magnitude, the systems integrator was seeking an execution partner.
The customer, a public school system in the state of Washington, was looking to migrate its current leading manufacturer’s security system to a Palo Alto’s security solution, one with multiple additional capabilities. With over 50+ schools and numerous support buildings in its network, the systems integrator knew this project was far too large and complex of an implementation to complete with its existing resource team.
As the preferred partner of Palo Alto Networks, Infinite Resource Solutions was an ideal partner. Infinite is channel driven and sell directly to the customer, which suited the systems integrator’s ability to own the customer relationship and manage the opportunity. Infinite partnered with the systems integrator to become an extension of their engineering and support arm to complete the migration.
In order to meet the business requirements of the customer, Infinite provided the specialized engineering and project management expertise to recommend a bundled service of Palo Alto products. This full service solution, Palo Alto Firewall High Availability Configuration, would provide the customer with better visibility & reporting capabilities around network usage, as well as internal usage to the Internet. Also, URL filtering would be available to senior decision makers to better control user access and deter security threats. The additional modules would allow the customer to:
- Detect threats and security breaches, including malware
- Protect sensitive data
- Employ antivirus
As a result of the successful migration from the canned, minimally secured environment to a higher-end “wall” of protection, the value to the customer was immeasurable. Infinite and the systems integrator delivered a solid foundation of secured internal and external systems to promote proactive protections and long-term reporting and management capabilities.
VALUE TO THE PARTNER
In addition to utilizing the public school system as a reference account, the systems integrator earned the status of a “trusted Palo Alto provider” in the northwest region. This title and reference has generated security opportunities, resulting in increased revenue from a new channel of business.