SonicWall revamps partner programme & appoints CRO

SonicWall has updated its SecureFirst Partner Program and named Patrick O'Donnell as Chief Revenue Officer, as it places more emphasis on partner-led sales and services.

The changes add new training and support options for resellers and managed service providers. SonicWall has also revised specialisations and accreditations, with a focus on subscription revenue and service attachment.

O'Donnell will oversee global sales, partner operations and revenue strategy. SonicWall has positioned the appointment as part of a push beyond its long-established firewall business into a broader portfolio that includes managed services.

"Our partners are at the center of everything we do at SonicWall," O'Donnell said. "The SecureFirst Partner Program updates are about removing friction and helping partners move faster, attach more services and build profitable, long-term customer relationships. We're aligning our enablement, incentives and support to ensure partners can scale confidently and win in a market that increasingly values outcomes over products."

Jason Carter has moved into the role of Senior Vice President, Global Channels and Alliances. He will oversee a unified partner go-to-market organisation, with responsibility focused on partner programmes and alliances.

Partner focus

SonicWall framed the updates around shifting customer expectations and the operating pressures on channel partners. Partners face demand for continuous protection and rapid response while managing costs and building recurring revenue.

The updated SecureFirst Partner Program includes elements aimed at subscription-driven revenue and deal protection. SonicWall also highlighted service attachment rates as a priority in the refreshed structure. It has also worked on operational processes, including automated billing workflows and multi-tenant management.

SonicWall also outlined a training and accreditation approach designed to shorten the time it takes staff in sales and technical roles to become productive. The offer is role-based and on-demand, covering sales, pre-sales and post-sales functions.

Alongside training, the programme includes support delivered by named SonicWall teams. These teams will provide technical and sales input across the sales cycle, along with strategic guidance.

Specialisations refreshed

A key change is how SonicWall awards partner specialisations. Under the updated approach, specialisations are awarded at the partner firm level rather than to individual staff, allowing organisations to demonstrate capability across multiple SonicWall offerings.

Partners can earn specialisations in Network Security, Security Service Edge, SonicSentry XMDR, Managed Protection Security Suite and Endpoint Security. The list reflects SonicWall's continued push into services and products beyond the firewall category that has historically anchored its channel business.

The role-based accreditations are designed to reduce reliance on a small number of senior specialists within a partner organisation. Learning paths are self-paced and on-demand, positioned as a way for partners to scale teams more quickly.

Enablement additions

Beyond accreditations and specialisations, SonicWall has expanded other enablement resources. These include an updated onboarding process that uses guided checklists and curated training.

SonicWall also highlighted changes to SonicWall University. The platform now includes embedded AI, intended to improve how partners find tools and resources.

Another addition is expanded access to the CSE Catalogue, which partners can use to book live sessions with SonicWall experts in support of active deals. SonicWall also referenced additional customer service benefits as part of the refresh, without providing details.

Rollout timeline

Updated SecureFirst Partner Program requirements take effect on March 1, 2026, and partners have until January 31, 2027, to meet them. Some accreditations are available immediately, with further offerings rolling out through the first half of the year.

Partners can use the SonicWall Partner Portal to track progress, access enablement resources, and review benefits as they become available.

"This is just the beginning," O'Donnell said. "As we look ahead to 2026, SonicWall will continue investing in partners with deeper insights, stronger programs and actionable intelligence to help them stay ahead of emerging threats and customer needs."