I am responsible for the development and execution of WatchGuard’s global go-to-market (GTM) strategy. As a 100% channel-focused company, our GTM strategy hinges on the organization’s ability to attract, enable and build productive relationships with the channel from traditional VARs & distributors to evolving and newly emerging MSPs & MSSPs. Operationally driven, I’ve built the channel into every aspect of our GTM from partner onboarding to marketing program development and sales training.

Current Role: Start Date:

May 2015

When was your company founded?


How many years have you been in the channel?


Is the Channel Leader the highest ranking channel executive in your company?


Who does the Channel Leader executive report to?

Prakash Panjwani, CEO

What are the top services/products sold through the channel:

  1. WatchGuard Cloud: Centralized management interface for WatchGuard’s Unified Security Platform
  2. Network Security: Tabletop, Rackmount & Virtual Firebox appliances w/ multiple network security suite options
  3. Secure Wi-Fi: Cloud-managed access points with built-in security
  4. Multi-Factor Authentication: AuthPoint, a cloud-based MFA solution
  5. Endpoint Security: WatchGuard Endpoint Protection Detection & Response combines EPP & EDR capabilities, plus Zero-Trust Application & Threat Hunting Services

What are your top channel accomplishments:

I led the expansion & modernization of our approach to cooperative & vendor-led demand generation activities, including the integration & launch of buying intent technology for WatchGuard & our partners; created a BDR team for outbounding new business to partners within our new Partner Lead Dispatch Program led the audit & redesign of the self-service aspect of our Partner Portal & delivered over 50 virtual sessions to partners to educate & enable them on revenue opportunities & market trends.

What is your largest channel challenge in 2022?

Our top challenge in 2022 will be continuing to work with our global distribution partners to deliver innovative business models to support the ever-evolving partner community. However, just as WatchGuard has been the first firewall vendor to offer hardware via subscription business models through some of the largest names in distribution globally, I’m confident we will continue to pave the way for our partners.

How much do you expect to grow your channel in 2022?

Grow 10% to 20%

How much do you expect to grow your MDF (Marketing Development Funds) in 2022?

Grow 10% to 20%

What are your top channel goals for 2022?

While we’re always striving to improve every aspect of our partner program and how our teams operate in conjunction with our partner community, my top goals for 2022 are to 1) continue building out the company’s approach to pipeline development & the role the partner plays in that process, and 2) continue evolving WatchGuard’s program to even better suit partners operating as MSPs (introducing new training content, changing sales thresholds, evolving how marketing funds are earned, and so on).

What else should we know about the Channel Leader or Channel Program?

WatchGuardONE is based solely on partner engagement. Instead of annual sales & technology adoption criteria, we offer free product specialization certification training to minimize barriers to entry for partners & ensure program benefits align with their level of engagement.

The key to WatchGuard’s success in 2022 is the continued execution against our stated mission to deliver an MSP-focused security platform that simplifies every aspect of security delivery.