Rauch’s Partner Relationships

CF: You mentioned being accretive. Could talk about the existing relationships you bring into the Cato ecosystem, whether that with be resellers or system integrators?

FR: That’s certainly one thing I do bring to the table. I would kind of group it into different categories.

One would be the large partners. The Computacenters. Certainly in the Americas somebody like Presidio. Somebody like WWT. Like the agents don’t want to be called agents any more, the DMRs [direct market resellers] don’t want to be called DMRs any more. So let’s call them worldwide solution providers. CDW is a good example of someone establishing a worldwide footprint right now. [New York-based] Presidio acquiring [Dublin-based] Arkphire. [London-based] Computacenter going the other way, acquiring [Toronto-based] Pivot and some of the other organizations that exist in the Americas. It’s a great opportunity. And then the distributors have a worldwide presence as well.

One of the things is having a C-level relationship with may of the organizations that matter. I think that’s important because it’s tough for CAMs to be able to get to that level. Just simply because some of the partners have 3,000-4,000 sales reps. Many of them are over $10 billion in terms of their revenues, etc. So that access is really limited. I hope to be able to give Cato that type of access, not only with the resell partners, but to develop it with the agents, to be able to give it to them with the distributors, which I already have. And also maybe even some of the marketplaces that exist. I have very senior relationships with AWS, Azure, etc., and I look forward to exploring that.