'Our old programme was fragmented and patchy' - Cato Networks' EMEA boss

Luca Simonelli reveals what partners can expect from the new programme and why the vendor shifted focus from security to SD-WAN

Cato Networks' new partner programme in EMEA was formulated to replace the ad hoc system it previously had in place, according to EMEA VP Luca Simonelli.

Speaking to CRN about the launch of the SD-WAN vendor's new programme, Simonelli (pictured above) explained that the new system will be more organised for EMEA partners than the one to which they had previously been accustomed.

"The old programme was fragmented and patchy and developed on an ad hoc basis, but this is a brand new structured model," he stated.

Cato will launch an online portal on 1 April which a select number of partners will have access to for a month, before going live to all partners in May.

The EMEA boss said the portal will offer the deal registration process online, as well as offering partners learning and enablement resources. The programme also offers different tiers of partner requirements and benefits, as well as adjusting discount structures and giving more discounts on deals registered.

"In the US we use a different model, but in EMEA we have an orthodox model," said Simonelli. "This is because it is a matter of scale - we are still a small team."

Cato was founded in 2015 as a next-gen security and networking vendor, and launched into the UK channel the same year, partnering with cybersecurity VAD Ignition Technology.

Simonelli emphasised that it would remain a two-tier channel, but whether it would partner with other disties was still "under discussion".

Simonelli joined Cato in February, having previously worked as general manager of cloud security sales at Cisco.

"When I decided to leave Cisco, I took this position with Cato on the basis that SD-WAN was an emerging market and a new challenge for me," he explained.

Though security is still important to the vendor, it is very much focused on its SD-WAN offerings, he added.

"We positioned ourselves as a security vendor and our emphasis was on firewall-in-the-cloud, but then we realised the key was to drive data in the cloud," he said.

"At the same time, SD-WAN was starting to resonate in the market, and our founders realised there were growth opportunities to make a move into SD-WAN.

"Businesses are still chained to the old, rigid telcos, and networks are not up to speed with today's business demands and that is the fundamental thing that Cato is addressing.

"We provide a better path of connectivity which can keep up with today's speed and the way we work."