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SonicWall Bolsters Executive Leadership, Exceeds $500M in New Partner Deals

SonicWall Chief Revenue Officer Steve Pataky

SonicWall CEO Bill Conner

SonicWall is ramping up its executive team as the cybersecurity company’s global partner program continues to gain substantial momentum.

In an extended interview with MSSP Alert and ChannelE2E, SonicWall CEO Bill Conner and Chief Revenue Officer Steve Pataky described a repeatable business blueprint that is scaling the security company worldwide. Conner also described his commitment to stick with a pure channel sales plan — while avoiding distractions, shiny objects and overpriced acquisitions that could potentially pull the company off course.

We’ll share deeper details from those interviews next week. In the meantime, the company has pulled back the curtain on its executive and business momentum.

SonicWall Hires Key Talent

Among the bold moves: The data breach detection and prevention solutions provider has added key talent to its executive leadership team. Among the key appointments:

  • Lawrence Pingree: Will serve as SonicWall’s VP of product management. Pingree boasts 23 years of cybersecurity industry experience and is expected to help SonicWall drive product development, innovation and growth.
  • HoJin Kim: Will serve as SonicWall’s VP of North America channel sales. Kim most recently served as VP of worldwide channels and global account management at Samsung Display Solutions and has spent nearly 10 years running cybersecurity channel sales teams.
  • Joe NguyenLe: Will serve as SonicWall’s chief design officer. In this role, NguyenLe will manage SonicWall’s next-generation user interface (UI), user experience (UX) and overall design efforts.
  • Chris Auger: Will serve as SonicWall’s VP of Dell (the relationship) and worldwide strategic sales. Auger previously worked as Dell’s executive director of U.S. enterprise solutions.
  • John Mullen: Will serve as SonicWall’s GM of state, local and education (SLED) business development. Mullen has 18 years of public sector experience and has helped deliver technology solutions to schools and state and local government organizations.

SonicWall’s executive leadership additions could help the company further accelerate its channel growth and global expansion — which has shown major progress over the past year.

Channel Partners Embrace SonicWall’s SecureFirst Partner Program

Indeed, SonicWall today announced it has surpassed its financial goals and operational targets for the fifth consecutive quarter, thanks in large part to its SecureFirst Partner Program and SonicWall University.

The SecureFirst Partner Program launched in November 2016. And just last week, the company added a formalized MSSP partner program.

The overall picture looks bright. SonicWall has added 8,700 new channel partners since May 2017, the company indicated. In addition, SonicWall has recorded more than $500 million in new partner deal registrations.

Furthermore, SecureFirst Partners are joining and leveraging SonicWall University in record numbers, the company said. More than 68,000 hours of training have been completed in SonicWall University, the company added.

Channel partners that have their staff complete SonicWall University courses are delivering a 21 percent quarter-over-quarter increase in revenue attainment, SonicWall stated. Comparatively, partner companies that do not participate in SonicWall University training have recorded a 7 percent quarterly revenue increase.

SonicWall: Here’s What You Need to Know

Investment firms Francisco Partners and Elliott Management acquired Dell Software Group in November 2016. Following the acquisition, Francisco Partners and Elliot Management spun out SonicWall as an independent security company.

SonicWall today provides advanced threat protection, firewall and other security products. It also delivers an automated real-time breach detection and prevention solution used by more than 500,000 organizations worldwide.

Additional Insights from Joe Panettieri.

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