Role

CF: Could you break down your responsibilities and position on the org chart?

FR: I’m going to be working very closely with the geo teams. Obviously, we have well-established geo teams in each of the three geos. I’m planning on attending QBRs to be able to meet those teams at the end of January. I’m really excited about that. 

I had conversations today with sales ops and with strategy to be able to understand exactly what the data looks like. Anything we do is going to be data-driven right now. It’s not only going to be internally data-driven; it’s going to be externally data-driven. We’re going to look at the market trends and CAGRs of the various routes to market that we’ve talked about. With a limited workforce and a limited budget just like everybody has (I don’t care how big you are), you need to be smart and be able to optimize the level of spend and the level of resources. And we’re going to be able to do that.

I look at it as a combination of a few things. I had the good fortune and the humility to have run channel marketing before – how we message to the channel – and channel training – how do we message not just what the product is but what really what the buyer journey is, what the seller journey is and the tools to be able to enable those journeys. And to be able to work with product marketing, especially for the GSIs and some of the larger organizations that want to co-innovate with us. Those are just a few things.

It’s exciting, because in Cato it’s manageable. It’s absolutely manageable. All of the people that head those organizations have reached out to me and said, “Hey, we want to work with you.” We see the channel as the opportunity of the future, and I can guarantee you it’s not like that all over the place.