SonicWall had a landmark year in 2024, marked by strong growth, strategic acquisitions, and transformations that have set the company up for sustained success. Under the leadership of President and CEO Robert (Bob) VanKirk, SonicWall has doubled down on listening to its partners and evolving its offerings to meet the rapidly changing cybersecurity landscape.
SonicWall’s continued focus on partner success and innovation positions it as a key player in the cybersecurity space, with 2025 shaping up to be another transformative year. VanKirk recently sat down with ChannelPro to discuss the key drivers behind SonicWall’s achievements and his vision for the company’s future.
ChannelPro: SonicWall has experienced incredible success in the last year. What would you attribute this to?
VanKirk: It comes down to strategy, execution, and listening to our partners. We’ve worked hard to align our organization across all functions — product, sales, and support — based on direct feedback from our partners. When you really listen, understand their pain points, and adapt to their needs, good things happen. Our strategic focus on areas like managed security services and cloud-native capabilities has been key, and the intentionality of our acquisitions has helped us round out our portfolio in a way that directly benefits our partners.
ChannelPro: SonicWall has undergone a significant transformation in recent years. Can you share more about that process and its impact?
VanKirk: Absolutely. Our transformation started by taking an “outside-in” approach—understanding where our partners were on their journey and meeting them there. For instance, we shifted from one- to three-year licensing models to a pay-as-you-go model, making it easier for partners to do business with us.
We also rolled out our Sonic Platform, which supports open integration for third-party tools, because we know MSPs value flexibility. This transformation wasn’t just about products; it was cultural. A new focus on collaboration, integrity, and innovation has been essential in driving our progress.
ChannelPro: SonicWall made several acquisitions in a short period. What was your biggest takeaway from that experience?
Bob VanKirk
VanKirk: The key lesson is to leverage acquisitions to enhance transformation, not just assimilate them. With each acquisition—like Banyan Security and Solutions Granted—we intentionally integrated their unique strengths into SonicWall.
For instance, Banyan’s cloud-native capabilities and Solutions Granted’s MSP-focused managed security services have become core parts of our offerings.
It’s also about the people. Leadership changes, like bringing on Peter Burke with his expertise in cloud technologies, have been critical in elevating our capabilities. This approach of learning and adapting rather than absorbing has made us stronger.
ChannelPro: The industry moves fast. How does SonicWall maintain agility in such a dynamic environment?
VanKirk: We’ve embraced a sprint methodology, focusing on delivering improvements in two- to three-month cycles rather than long-term roadmaps. This keeps us nimble and responsive. For example, we recently integrated Banyan’s ZTNA capabilities into our firewalls, enabling every device we ship to support cloud-native functionality. We’re also deeply committed to quality and uptime, which has made a noticeable difference in the stability of our solutions.
ChannelPro: Looking ahead, what are SonicWall’s strategic priorities for 2025?
VanKirk: We’ll continue to expand our Sonic Platform, adding new features monthly and strengthening its open integration capabilities. Managed security services will remain a big focus, especially in areas like Zero Trust Network Access (ZTNA) and Secure Service Edge (SSE). Additionally, we plan to support our partners with new offerings they can white-label, helping them grow their businesses while enhancing security for their customers. We’re also keeping an eye on endpoint security, where we’ll roll out exciting new capabilities next year.
ChannelPro: What advice would you give to MSPs aiming to grow in today’s competitive market?
VanKirk: Partner with vendors who truly understand your business and are committed to your success. Choose solutions that make your life easier, whether through seamless integration, innovative features, or reliable support. And simplify your line card—fewer, stronger partnerships with committed vendors will position you better for growth. The focus should always be on expanding your value to your customers.
ChannelPro: Finally, what’s your forecast for the channel in 2025?
VanKirk: MSPs will continue to play a pivotal role, particularly in the SMB and mid-market spaces. The demand for cost-effective, high-quality security services will grow as threats become more sophisticated. At the same time, we’ll see more MSPs relying on vendors to provide critical services like SOC capabilities. This shift is an opportunity for MSPs to expand their offerings without overextending themselves, and SonicWall is committed to supporting them in that journey.
