‘50 per cent of our partners are MSPs’: Cato Networks global channel chief

Karl Soderlund speaks to CRN about the vendor’s channel engagement, partner programme and international footprint

SASE vendor Cato Networks is looking to deepen engagement with MSPs and distributors, notably in the UK, which ranks among its top global markets.

“Right now, about 50 per cent of our partner community are MSPs,” Karl Soderlund, global channel chief, tells CRN.

The vendor is investing in enablement and certification to make it easier for MSPs to build services around its platform.

“MSPs want great technology, and they want us to be easy to work with,” he says.

“Once we give them the right controls, we let them run with it.”

Globally, the vendor works with around 1,000 firms, including roughly 300 across EMEA and about 75 in the UK.

The UK represents one of the company’s largest growth opportunities, ranking high by cloud production.

“Right now, the US is our largest market. Japan is our second.” he explains.

“The UK is going to be third or fourth in terms of cloud production.”

Cato has also stepped up investment in distribution, particularly across EMEA, as it aims to expand coverage and partner enablement.

The company recently signed agreements with distributors including Westcon-Comstor and Arrow to support businesses across multiple regions.

“Distributors today are much more about expanding coverage in geographies where you may not have presence,” notes Soderlund.

“They’re a great financing vehicle for partners and a great way to enable and train them at scale.”

The vendor previously had what the channel chief describes as a “skeleton distribution programme” but has since invested in building out relationships.

“Even though we’re SaaS and software, there is a natural alignment.

“Distributors provide our partner community with flexibility and choice.”

Updated channel scheme

The organisation also launched an updated channel track in May 2025 which reportedly received a strong reception in EMEA, particularly among service providers.

Since the refresh, partner-led pipeline generation has increased, driven in part by new incentives.

“The first is pipeline generation, which has been partner-led. It’s skyrocketed,” Soderlund tells CRN.

He estimates that Cato wins around 80 per cent of deals once it reaches proof of concept (POC) stage.

“If we get into an opportunity, and we reach a proof of value (POV) or POC stage, we win about 80 per cent of the time,” he says.

“A lot of the challenge is finding the opportunity.”

The company has also rolled out a new enablement platform to help collaborators improve technical and sales capabilities.

“Partners became much sharper in qualifying opportunities, differentiating from competition, and driving customer outcomes,” he adds.

Cato operates a channel-first model and rarely sells directly to customers.

“We are a 100 per cent channel company.

“The channel is foundation for scale.”

Its partner base is currently split roughly 80/20 between Starter tier and Advanced tier companies.

“About 80 per cent are starters, and 20 per cent are advanced.

“If partners invest in us, we invest in them.”

While Cato has around 1,000 collaborators globally, the exec notes a relatively small portion drives the majority of revenue.

“About 100 organisations drive 80 per cent of our business, and that’s okay.

“We’re nowhere near the ceiling with them.”