Prasanna Rathinasami serves as the Senior Director of IT for Sales and Channels at Palo Alto Networks, where he plays a pivotal role in driving go-to-market (GTM) strategies at scale. With a keen focus on simplification and automation, Prasanna has spearheaded the unification of the...
Prasanna Rathinasami serves as the Senior Director of IT for Sales and Channels at Palo Alto Networks, where he plays a pivotal role in driving go-to-market (GTM) strategies at scale. With a keen focus on simplification and automation, Prasanna has spearheaded the unification of the Configure, Price, Quote (CPQ) platform within Salesforce, which has significantly streamlined the sales process. His leadership in this area has not only enhanced deal management but has also resulted in a remarkable reduction in deal velocity from 180 days to just 120 days. This transformation has been instrumental in increasing seller productivity by 7%, all while supporting a year-over-year growth of 20% in the sales workforce.
Prasanna's expertise extends to the introduction of new products and offers, particularly in the context of transitioning to a Software as a Service (SaaS) business model. His strategic vision for the channels and partner ecosystem management has been crucial in fostering collaboration and driving revenue growth. By leveraging his extensive skills in Salesforce.com implementation, enterprise architecture, and complex project management, Prasanna ensures that the sales motion activities are digitized and optimized for maximum efficiency. His commitment to continuous improvement and innovation positions Palo Alto Networks at the forefront of the cybersecurity industry, enabling the company to meet the ever-evolving demands of its customers while maintaining a competitive edge in the marketplace.
