Frank Rauch: Cato Networks Sales Shift from 'Agent-Centricity,' Adding VARs, GSIs

Cato Networks is moving toward a “50-50” balance between technology advisor (agent) partners and value-added resellers (VARs) that drive Cato sales.

So says global channel chief Frank Rauch, who joined Cato in January. He promised to bring accretive growth to the secure access service edge (SASE) provider’s channel program. That includes leveraging his strong relationships with large enterprise partners from the solution provider and systems integrator world.

Cato Networks’ Frank Rauch

And he told Channel Futures that he’s finding success, with more of those partners joining the fold.

“We’re starting to see that even out. But the good thing is, it’s not evening out because one is shrinking and one’s growing,” Rauch told Channel Futures. “It’s because they’re both growing, and one’s growing a little bit more.”

Cato Sales Draw In GSIs

Rauch also said he’s seeing global systems integrators express more interest and conduct business.

“Some of the GSIs have also embraced the model …” he said. “This used to be a midmarket thing, and I think it’s quickly moving into the enterprise.”

In this Q&A, Rauch shares highlights from his first seven months at his new employer, how he sees the mix of Cato channel sales shifting, how he’s been pleasantly surprised by the technology advisor community, and what he sees in the larger SASE market.

Read his comments in the slideshow above.